Negotiations are challenging and sometimes scary. You prepare and know what you want, but then things go terribly wrong. Your emotions get in the way. Sometimes you don't even try, or lose your way and fail to achieve your objectives. This book helps you get out of your own way, manage your emotions, and negotiate effectively.
Moshe Cohen has been teaching negotiation, leadership, conflict resolution and organizational behavior as founder of The Negotiating Table since 1995 and as a senior lecturer at Boston University's Questrom School of Business, where he has taught since 2000. He has worked with thousands of students as well as companies and organizations all over the world. Moshe is a mediator who has worked to resolve hundreds of matters, and also coaches executives, managers, and individuals on negotiating more effectively. He has written numerous articles and cases, and has appeared in podcasts, videos, and interviews. Moshe studied Physics at Cornell University and has a Master's in Electrical Engineering from McGill University, specializing in robotics. After working in robotics for over a dozen years, he completed his MBA from Boston University and fell in love with negotiation and mediation.
Why Are Negotiations So Difficult?
What Overwhelms You?
Who Are You, and What Do You Want?
What Are You Afraid Of?
What Stresses You Out?
What Is Your Story?
What Makes You Feel Powerless?
What If You Have to Walk?
What to Do When You Don't Know What to Do?
What Do You Say When You Don't Know What to Say?
How Do You Survive the Grind?
Where Are You Going?