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

Accommodator type, silence is anger. For Analysts, though, silence means they want to think. And Assertive t ...

someone like-minded one of ten times. If he understood that his counterpart was different from him, he wo ...

bargaining session, kick-ass negotiators don’t use ZOPA. Experienced negotiators often lead with a ...

You can do this directly by saying, in an encouraging tone of voice, “Let’s put price off to the sid ...

things don’t always go according to plan. “That is a very generous offer given your budget limits, bu ...

“I need $737.50 to make this work and you are my last stop,” he said. She laughed. The dean then praised ...

passion and conviction that can help sway the other side to accept less. However, by heightening your ...

“WHY” QUESTIONS Back in Chapter 7, I talked about the problems with “Why?” Across our planet and around the ...

Using the first-person singular pronoun is another great way to set a boundary without escalating into conf ...

bare-knuckle bargaining session, the most vital principle to keep in mind is never to look at your ...

that I’ve made my stock in trade: the calibrated questions, the mirrors, the tools for knocking ...

least on the surface. But it is a very effective system for beating the usual lackluster bargaining ...

think about them. If you’ll bear with me for a moment, I’ll go over the steps so you see what ...

found that people getting concessions often feel better about the bargaining process than those who a ...

trick. NEGOTIATING A RENT CUT AFTER RECEIVING NOTICE OF AN INCREASE Eight months after a Georgetown MBA s ...

the neighborhood were offering “much” lower prices, he said. “Even though your building is better ...

verboten. But you have to be able to improvise. If you feel in control of a negotiation, you can do two or ...

Mishary made a dramatic pause, as if the agent was extracting every cent he had. “Then I tell yo ...

find yourself sitting across the table from a bare-knuckle negotiator. After you’ve finished all ...

your dodging tactics to avoid getting sucked into the compromise trap. ■ Set boundaries, and learn to take ...