Reading rank 268

The Adventures of Herbie Cohen, World's Greatest Negotiator

Rich Cohensubject: Biography and stories about negotiator Herbie Cohen

Herbie Cohen’s story ties persuasion to repetition and argues that a negotiator has to keep functioning while a situation stays ambiguous.

67
Coverage Score
3
Scored evidence

About the book

Rich Cohen follows his father from a Brooklyn youth through military service, family life, consulting, lectures, and a career spent negotiating and teaching others how to make deals.

Why read it

Best if you negotiate, pitch or sell and want to think about how repetition figures in persuasion and how to keep functioning when a situation stays ambiguous.

Key themes

  • Persuasion through repetition
  • Functioning amid ambiguity

Evidence and original sources

Source: official Founders episode — #262

This record is supported by 6 public evidence rows linked to original Founders episodes.