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

Our job as persuaders is easier than we think. It’s not to get others believing what we say. It’s just ...

wanted. It was still a kind of showdown, of course, but the doctor took the confrontation and bravado out of i ...

A few years ago, I was consulting with a client who had a small firm that did public relations for a ...

And you know what? The answer she got was “You’re right, you can’t and I apologize.” Her client explained that the ...

you want a conversation to go, you have to design the questions that will ease the conver ...

change from your long-standing vendor and choose our company?” is another. As always, tone of voice, ...

■ How would you like me to proceed? ■ What is it that brought us into this situation? ■ How can we solv ...

you hope to accomplish by leaving?”). Like I said before, the secret to gaining the upper hand in a negoti ...

HOW NOT TO GET PAID Let’s pause for a minute here, because there’s one vitally important thing y ...

and I developed a strategy that showed him she understood where she went wrong and acknowledged his power ...

subpar?” A calibrated question in reply to any offer other than full payment, in order to get him to ...

even get half. With that in mind, I want to end this chapter with some advice on how to remain ratio ...

to their lack of power by either becoming extremely defensive or lashing out. Neurologically, in situations ...

toward his own goals. He’s harnessing the talker’s energy for his own ends. When you try to work the skills fro ...

serves you. “Why” is always an accusation, in any language. ■ Calibrate your questions to point your coun ...

CHAPTER 8 GUARANTEE EXECUTION During a dangerous and chaotic prison siege in St. Martin Parish, Louisiana, a f ...

outside the prison. Once he’d walked past the final perimeter, he’d get into the paddy wagon a ...

Crisis averted, but barely. The point here is that your job as a negotiator isn’t just to get to an ...

guiding tour groups through the jungle near the Colombian border. Born in Ecuador, José had become an A ...

Ever since the Dos Palmas debacle and the Pittsburgh epiphany, I had been raring to emp ...