Excerpt From Summary of Herb Cohen's You Can Negotiate Anything
#1
The key to successful negotiation is to understand and utilize the tension of the web. This refers to the complex network of relationships that exists between everyone and everything.
#2
Bosses constantly negotiate with their employees - it is their way of affecting the work environment. Employees use information and power to affect the behavior of those above them. If you are a boss, you never want an employee to do what you tell them to do - you want them to occasionally do what you don’t tell them to do.
