Herb Cohen (negotiator)

From Wikipedia, the free encyclopedia
  (Redirected from Herb Cohen (Negotiator))
Jump to navigation Jump to search
Herb Cohen
Alma materNew York University[1]
(BA, Political Science)
(JD, Law)

Herb Cohen is an American negotiation expert.

Cohen is a corporate and government negotiator and strategy consultant in areas of commercial dealings and crisis management. He is the author of the New York Times bestseller You Can Negotiate Anything[2] and has written several articles and blogs, and has given countless speeches on topics related to deal-making, sales, negotiating, branding, and motivating.

In 1980, Herb Cohen was dubbed "The World's Best Negotiator" by Playboy magazine. Also, in the June 1981 issue of Time Magazine, it is stated: "If you are ever in a crucial life-changing negotiation, the person you want on your side of the table is Herb Cohen." Washington Post Syndicated Columnist Jack Anderson, on Thursday, February 12, 1981, wrote this quote: "To help get our fifty-two hostages back from Iran, the Carter Administration called upon Herb Cohen, an internationally respected negotiator. He not only told Jimmy Carter's people what they were doing wrong--while they were doing it--but predicted the release of the hostages almost to the exact hour....On the other hand, Ronald Reagan responded as Cohen recommended, and the Iranian's reacted as Cohen predicted--on the exact deadline he had foreseen."

In 1995, Publisher's Weekly stated that You Can Negotiate Anything was the fifth-bestselling audiobook of all time.

Cohen, represented by the Executive Speakers Bureau,[3] was selected as one of the five most In-Demand keynote speakers in North America in 2001.

Early life and education[edit]

Cohen was born in United States, to Jewish immigrant parents.[4] His friend since childhood, broadcaster Larry King, wrote a story describing "Herbie's" negotiating skills even as a child.[5][6] He studied Political Science as an undergraduate student at New York University and later earned his Juris Doctor degree in law.


Cohen's first formal experience with negotiation was a teaching a class on the subject for attorneys in 1963 while he was working as an insurance claims adjuster.

Cohen taught negotiating strategy as a consultant to corporations, governmental entities, and other organizations. He was a member of the faculty at the University of Michigan's Graduate School of Business. Cohen is also a frequent guest lecturer at a number of institutions: Harvard; Yale Law School; The Kellogg School; Wharton; University of Wisconsin; University of California, San Diego; McGill University; University of Chicago; and Columbia University.[citation needed]

In 1980, Cohen wrote You Can Negotiate Anything, which was originally published by Bantam Books and stayed on the New York Times' Best Seller List for nine months. In 2006, he authored Negotiate This!.[7]

Cohen is also a notable keynote speaker.[8] For more than twenty years, Cohen was a primary speaker for IBM'S "100% Club" meetings as well as the Golden Circle Awards and their executive programs in Sands Point, Glen Cove, and Armonk, all in New York, as well as in Southbury, Connecticut.

For almost three decades, Cohen conducted negotiating programs for top-level executives and the N.E.I. at the F.B.I.'s behavioral science unit, Quantico, Virginia, where he was instrumental in helping develop the acclaimed "hostage negotiating program."

Cohen's military career was in the 14th Armored Cavalry Regiment in Bad Kissingen, Germany from 1953-1955.[citation needed]

Personal life[edit]

Cohen lives in the State of New York in the United States. From his marriage to wife Ellen Eisenstadt Cohen (deceased on April 4, 2014), he has three children and ten grandchildren.[9]


"A successful negotiation occurs when both sides discover an outcome they prefer over the status quo."

"Caring but not T-H-A-T much is the middle ground between clinging to it and winging it."

"All behavior no matter how outlandish appears appropriate to its initiator."

"People work for what they want but invariably want what they've worked for."


  1. ^ "Guest Bio : Herb Cohen: Master Negotiator". cbn.com. Retrieved 26 June 2012. by The 700 Club
  2. ^ https://www.amazon.com/You-Can-Negotiate-Anything-Negotiator/dp/0553281097/ref=sr_1_1?s=books&ie=UTF8&qid=1342809088&sr=1-1
  3. ^ http://www.executivespeakers.com/speaker/Herb_Cohen
  4. ^ "An Interview with Master Negotiator Herb Cohen". todaysmachiningworld.com. January 2012. Retrieved 26 June 2012. by Noah Graff
  5. ^ http://articles.sun-sentinel.com/1988-01-31/features/8801070156_1_larry-king-larry-zeiger-oral-roberts
  6. ^ King, Larry (2010-04-20). My Remarkable Journey. Google books. ISBN 1602861234.
  7. ^ https://www.amazon.com/Negotiate-This-Caring-T-H-T/dp/0446696447/ref=pd_sim_14_1?_encoding=UTF8&pd_rd_i=0446696447&pd_rd_r=H219QEA1K1DJ991RG8VX&pd_rd_w=UDvsQ&pd_rd_wg=kmB5z&psc=1&refRID=H219QEA1K1DJ991RG8VX
  8. ^ http://www.executivespeakers.com/speaker/Herb_Cohen
  9. ^ http://www.legacy.com/obituaries/nytimes/obituary.aspx?pid=170513259

"Biography of Herb Cohen". herbcohenonline.com. Retrieved 26 June 2012.

"Guest Bio : Herb Cohen: Master Negotiator". cbn.com. Retrieved 26 June 2012 by The 700 Club. Check date values in: |accessdate= (help)

"Keynote Speakers Inc Bio : Herb Cohen". keynotespeakers.com. Retrieved 26 June 2012.

"An Interview with Master Negotiator Herb Cohen". todaysmachiningworld.com. January 2012. Retrieved 26 June 2012 by Noah Graff. Check date values in: |accessdate= (help)

"Bio: Herb Cohen - You Can Negotiate Anything". calverttraining.com. Retrieved 26 June 2012.

"Business Networking Event to Feature Master Negotiator Herb Cohen". prlog.org. Retrieved 26 June 2012.

External links[edit]