#262 Herbie Cohen (World's Greatest Negotiator)

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 understand their motivations, you can control the action and free yourself from every variety of jam. Focus less on yourself and more on others. Everyone has something at stake. If you address that predicament you can move anyone from no to yes. [14:01] Those who can live with ambiguity and still function do the best. [14:21] Ambiguity is the constant companion of the entrepreneur. [15:26] Don't bitch. Don't complain. Just play the cards that you've been dealt. [20:12] Most people try to blend in. Herbie went the other way. When they zig, I zag. [21:49] It meant Sharon had failed to understand an essential part of an ancient code. If you have a problem with your brother, you deal with it inside the family. Don't rat. Don't turn your brother in to the cops. It was another one of his big lessons. L