Herb Cohen's Negotiation is complete in two volumes.

*A masterpiece on negotiation published in 30 languages ​​worldwide.
*Amazon and New York Times long-term bestseller

Negotiation advisor to the US President, Department of Justice, FBI, and CIA
Herb Cohen, the 'negotiation genius' with 50 years of experience
The Immortal Negotiation Textbook: "Basics + Practice" Set

Most people are not persistent enough when negotiating.
If you offer something to the other party and they don't "buy" it right away, you shrug and move on to something else.
If you are one of those people, I suggest you change.
Learn to persevere.
Be persistent.
--- p.125, from Volume 1

There is absolutely no need to blindly adhere to deadlines.
I'm not saying you should ignore deadlines.
The point is that we need to analyze the deadline.
Deadlines are also negotiable because they are a product of negotiation.
Always ask yourself:
"What happens if I miss the deadline? Am I certain to suffer losses or face penalties? How severe will the penalties be? How great is the risk I'm willing to take?"
--- p.148, from Volume 1

You have the power to change not only your life but also the lives of others.
Do not back down in the face of great power.
Don't wait for someone else to take action.
Of course you can get what you want.
But part of what you want should include helping others.
--- p.394, from Volume 1

Negotiation is the game of life.
When we try to mediate differences and conflicts, resolve disputes, build relationships, or mediate, we engage in a game called negotiation.
Negotiation is the source of real relationships.
People recognize the importance of these negotiation skills in foreign affairs and labor relations, but they fail to see the opportunity to use these negotiation skills to lead a more proactive life.
--- p.22, from "Volume 2"

The demands I talk about at the beginning of the negotiation are the ones that are visible above the water surface.
There are many hidden factors that led me to choose this first request, and I believe they ultimately serve my fundamental interests and needs.
What I'm trying to say is that the initial position someone speaks of is not the reality, but only a shadow.
--- p.203, from Volume 2

I have witnessed many people in negotiations immediately withdraw their offer and move on when it is rejected.
They forget that the answer “no” is the starting point of negotiation, and that it always takes time to adjust to something unexpected.
Therefore, we must whip ourselves to be more patient and persistent.
If the other person responds coldly to your approach or suggestion, try again at another time and in a different way.
Remember, “After every ‘no’ comes a ‘yes.’”

--- p.424, from Volume 2