“Steven Cohen’s book, The Practical Negotiator is a well-written practical guide to the art and science of negotiation. Reflecting the voice of a highly skilled negotiation trainer and mentor, this “hands on” primer offers a nuanced understanding of the benefits and opportunities resulting from an interest-based approach to negotiations. I found the author’s practical advice, offered in a concise Q and A format, to be pure gold.”
Bennett G. Picker, Esquire, author of Mediation Practice Guide
“A treasure trove filled with golden nuggets, based on sound, practical advice and deep understanding of how best to handle negotiations. Cohen’s extensive international experience shines through, and the wide range of real-life situations covered, makes this a book to refer back to again and again.”
Brian Gosschalk, Head of Presidents’ Office, Ipsos
Steven P. Cohen’s careers in government and politics, in real estate development and management, and as a negotiation consultant for many of the largest businesses in the world have given him ample opportunity to hone both his own negotiating skills and those of his clients and students. In addition to his private sector consulting, he has been a professor since the mid-1990s at Groupe HEC (Paris) and Brandeis University’s International Business School (Boston), as well as a visiting professor at other business schools in the United States and several European countries.