7 Proven Negotiation Tactics from Herb Cohen That You’re Not Using (But Should!)

If you think negotiation is just about haggling price or making demands, think again. Herb Cohen’s You Can Negotiate Anything reveals that the real power lies in subtle, strategic moves that shift perception and control the flow of the conversation.

One of the most powerful tactics is generating competition. By mentioning rival offers or alternative options, you create a bidding war that raises your leverage. Instead of being a desperate buyer, you become a sought-after seller of your money or business.

Ultimatums often get a bad rap, but Cohen advises using them softly and late in the negotiation. When the other party has invested time and energy, a well-timed ultimatum backed by legitimate constraints can force a decision without alienating.

The 'nibble' tactic is a small, last-minute request after the main agreement, like asking for a free accessory after buying a car. Because the other side is emotionally invested, they often concede minor extras to close the deal.

Another unexpected tactic is acting as if you need help. This humanizes you and encourages cooperation, countering the adversarial mindset many bring to negotiations.

Other tactics include:

• Using silence strategically to create discomfort and prompt concessions
• Asking open-ended questions to gather more information
• Framing choices to guide decisions subtly

Mastering these tactics requires practice and ethical use, but they can transform your negotiation outcomes. Whether you’re negotiating a raise, a contract, or a personal agreement, these proven methods give you the edge.

For detailed examples and expert discussions, see reviews and articles from trusted sources like The Wall Street Journal and Blinkist 3 , 2 .