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

Watson coughed. “I’ll come out,” he said. And he did, ending a forty-eight-hour standoff, saving himself ...

Research by social scientists has confirmed something effective negotiators have known for ages: namely, w ...

saying. And then the term came to my mind, a term people often used in church to describe the ...

always wanted and conveys a purposeful plan of how to get there, we allow our perceptions of what’s pos ...

she did give one, more than 90 percent did. And it didn’t matter if the reason made sense. (“Excuse m ...

The alternative we’ve chosen is to not understand their religion, their fanaticism, and their delusions. I ...

MISTAKE #1: THEY ARE ILL-INFORMED Often the other side is acting on bad information, and when people have b ...

like this in a negotiation is to discover what they do not know and supply that information. MI ...

could mean only one thing: that the guy had given up on closing the deal by the end of the year, b ...

middle of a career-making project, just before bonus season, because he or she has learned that ...

gives them too much time to think and re-center themselves to avoid revealing too much. In addition, ema ...

wrong guy. He admitted that his division was a mess and he’d have to hand things off ...

WHEN IT DOESN’T MAKE SENSE, THERE’S CENTS TO BE MADE Students often ask me whether Black Swans are ...

The broker then told him that he had been in the market for more than fifteen years, so he was well i ...

said, using a label to extract more information. And he got it. “Fortunately and unfortunately, yes,” th ...

After quizzing the broker if the seller would be willing to close quickly, and getting a “yes,” my ...

My student’s boss signaled to him that $3.6 million worked and he agreed to the price. I’ve teased ...

arguments out of fear that the tone will escalate into personal attacks they cannot handl ...

anything—a great negotiator, a great manager, a great husband, a great wife—you’re going to have ...

your counterpart to your goals. But you are also leading them to examine and articulate what ...