New York Times’ bestselling author Herb Cohen’s reputation as a master of negotiation techniques is unparalleled around the world. And since I have the honor of being part of the Move Ahead 1 team that will host this legend at a sales training seminar on September 18 of this year, I wanted to know more about him. I mean, let’s be honest…when you look at him you think more in terms of someone’s kindly “Uncle Herb” rather than an individual that’s been intimately involved in mega-deals, hostile takeovers and hostage negotiations.
But don’t let the unassuming look fool you. I quickly found out that although he may look like someone that sells used suits off the rack this guy has provided his considerable negotiation strategies for high level business dealings and conflict mediation around the world.
Remember the Iranian Hostage Crisis and the skyjacking of TWA Flight 847? How about the seizure of the Achille Lauro? Herb’s considerable negotiation skills were utilized for all of them. His expertise in dispute resolution has been sought by the White House on a myriad of other problems as well, such as The Gulf Crisis, The seizure of the Japanese Embassy in Lima, Peru, and The Camp David Mideast Peace Talks. His list of clients is a “who’s-who” of top business executives, entrepreneurs, sports and theatrical agents, large corporations, and governmental agencies such as the Department of State, F.B.I., CIA., The U.S. Conference of Mayors and The U.S. Department of Justice.
Put it this way: He’s one of Trump’s heroes! What’s that tell you? Here’s what the King of Bad Hair Days had to say:
“There’s an art to deal-making and negotiating, and it’s an art that few people possess. Herb Cohen is one of those people. He knows what is involved in negotiating, as well as the indispensable tools required to be effective.”
That’s pretty high praise coming from someone who fancies himself as the guru of persuasion techniques.
Over the next week or two I’ll be reading Herb’s bestselling book, “Negotiate This! By Caring But Not T-H-A-T Much.” (I just leafed through the first few pages and was hooked before I got through the acknowledgments.) In fact, pick up a copy yourself and let’s find out together what “Uncle Herb” is all about. See you back here soon….
