Never Split the Difference: Negotiating as if Your Life Depended on It

negotiate a better salary. I break down the process into three parts that blend this chapter’s dynamic ...

association. It gets you a planned raise and, by defining your success in relation to your bo ...

To show how this can be done to near perfection, I can think of no better example than ...

class. So instead of countering and getting stuck in “How much?” he kept talking, labeling the ...

months, contingent on the board of directors’ approval. As the icing on the cake, Angel worked in a positive ...

know that the Haitian kidnappers just want party money, you will be miles better prepared. ■ Splitting the ...

sees that there is something to lose by inaction. ...

CHAPTER 7 CREATE THE ILLUSION OF CONTROL A month after I’d finished working the case of Jeffrey Sch ...

were all called in and we too squabbled among ourselves. Then the kidnappers raped and killed several hostages, ...

conversation. The tool we developed is something I call the calibrated, or open-ended, question. What it do ...

a suitcase from the thugs in the hospital, and not long after that all the soldiers on the rear perime ...

With none of the important moving parts anywhere near under our control and the United States largely uninter ...

One of the things I failed to fully appreciate then was that the kidnappers had changed negoti ...

Rangers walking around in the woods came across the Abu Sayyaf camp, or so they said. Later we heard ano ...

If the hostages’ deaths were going to mean something, we would have to find a new way to nego ...

were a whole lot of underhanded things going on. What really ate at me was that this schmuck, ...

for them. We needed to finesse making an “ask” with something more sophisticated than closed-ended q ...

information, any effort on their part toward a goal that serves you. And all negotiation, done ...

My partner Chuck brought me the tapes from the case because he thought it was funny. You see, one Pittsburgh drug ...

forced the other guy to pause and actually think about how to solve the problem. I thought to myself, ...