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

I’m sorry, that just doesn’t work for me” is an elegant second way to say “No.” This well-tested r ...

for 8 percent). From the beginning, Joaquin and Bruno had a rocky relationship. Joaquin is an exc ...

middle of a divorce, so they decided to use that to relate to the wife issues, and they prepared an a ...

year period. Then things went sideways. Instead of waiting for Bruno to name a price, Joaquin jumpe ...

Notice how they made no counteroffer and said “No” without using the word? Joaquin was shocked ...

hard to come up with that amount. Unfortunately, no one is willing to lend me the money, not ...

sure that it is implemented. As you put the following tools to use, remember this chapter’s m ...

Incongruence between the words and nonverbal signs will show when your counterpart is lying or uncomfortab ...

CHAPTER 9 BARGAIN HARD A few years ago I fell in love with a red Toyota 4Runner. Actually not just ...

so gently. You do it in the nicest way possible. If I could thread that needle, I had a good chance at ...

He dropped into silence and I didn’t take the bait. I let the silence linger. And then with a sigh he ...

and counters that send most people into a cold sweat. If you count yourself among that majority ...

they’ll never see it coming. WHAT TYPE ARE YOU? A few years ago I was on my boat with one ...

Your personal negotiation style—and that of your counterpart—is formed through childhood, schooling, fa ...

A study of American lawyer-negotiators^1 found that 65 percent of attorneys from two major U.S. ...

talked about in Chapter 3, slow and measured with a downward inflection. However, Analysts ...

Silence to them is an opportunity to think. They’re not mad at you and they’re not trying to give you a chance ...

very easy to talk to, extremely friendly, and have pleasant voices. They will yield a concession to ...

Accommodator they will welcome it. Also be conscious of excess chitchat: the other two types have no u ...

calibrated questions, labels, and summaries. The most important thing to get from an Assertive w ...