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

CHAPTER 10 FIND THE BLACK SWAN At 11:30 a.m. on June 17, 1981, a beautiful 70-degree spring day w ...

walking near the bank. Griffin shot off so many rounds— more than one hundred in all—that the pol ...

Here’s how. FINDING LEVERAGE IN THE PREDICTABLY UNPREDICTABLE At exactly 3 p.m., Griffin gestured toward ...

Black Swan theory tells us that things happen that were previously thought to be impossible—or never th ...

outside our regular expectations and therefore cannot be predicted. This is a crucial concept ...

lethal response from law enforcement—but there was an even greater lesson at stake: the point of the ...

“. . . after the police take my life . . .” Because these Black Swans weren’t uncovered, Van Zand ...

shackle a negotiator to assumptions that prevent him from seeing and hearing all that a situation presents, the ...

nuanced ways of listening. This is vital to people of all walks of life, from negotiators to inventors ...

feel for the truth behind the camouflage; you have to note the small pauses that suggest discomfort and lies. ...

multipliers. They give you the upper hand. Now, “leverage” is the magic word, but it’s also one of tho ...

I should note that leverage isn’t the same thing as power. Donald Trump has tons of power, but if h ...

insulting. This is the only offer you have, so what do you do? Now, hopefully you’ve had contact ...

This sort of leverage gets people’s attention because of a concept we’ve discussed: loss aversion. As ...

A more subtle technique is to label your negative leverage and thereby make it clear without ...

Carolina tobacco grower, hooked up his jeep to a John Deere tractor festooned with banners and an ...

Like you’d expect of a negotiation with a guy threatening to destroy a good part of the U.S. cap ...

anymore and drove to Washington to make his point. He wanted attention, and knowing what he wan ...

It was tempting to just wait until the third day, but I doubted we’d get that far. ...

Heaven. If Christ came out on the Dawn of the Third Day, why not Watson?” It was a brilliant use of deep li ...