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Founders: #262 Herbie Cohen (World's Greatest Negotiator)

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What I learned from reading The Adventures of Herbie Cohen: World's Greatest Negotiator by Rich Cohen. ---- Get access to the World’s Most Valuable Notebook for Founders at Founders Notes.com ---- [1:20] The Fish That Ate the Whale: The Life and Times of America's Banana King by Rich Cohen (Founders #255) [2:42] You Can Negotiate Anything: How to Get What You Want by Herb Cohen. [3:57] Even our heroes falter. [6:01] Once you see your life as a game, and the things you strive for as no more than pieces in that game, you'll become a much more effective player. [7:20] He was proving what would become a lifelong principle: Most people are schmucks and will obey any type of authority. [7:34] Power is based on perception; if you think you got it, you got it, even if you don't got it. [7:54] Nolan Bushnell to a young Steve Jobs: “I taught him that if you act like you can do something, then it will work. I told him, ‘Pretend to be completely in control and people will assume that you are.” from Steve Jobs: The Exclusive Biography by Walter Isaacson. (Founders #214) [10:30] Life is a game and to win you must consider other people as players with as much at stake as yourself. If you understa

[00:00:00] Dad took me to buy a car. It was to be my first negotiation, an experience akin in his mind to losing one's virginity. He made a long list in preparation for this transaction, a catalog of features my first car had to have. Each characteristic of each candidate was given a value between 1 and 22. According to this list, the perfect vehicle for me was a used Honda Civic with less than 70,000 miles. We looked and looked, and then amazingly, he balked when we actually found it. I don't get you, I said. It checks every one of our boxes. You haven't learned a thing, he said. This car…

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