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

uncovering it can totally change the course of a negotiation and bring us unexpected success. Finding the Black ...

life, emotional and otherwise, of your counterpart. That’s where Black Swans live. ■ Review everything ...

ACKNOWLEDGMENTS This book would not have been possible without my son Brandon’s help. Brandon has been in ...

perfect for this book. He has great industry knowledge and made this book happen. I am grateful to ...

most talented collection of hostage negotiators ever assembled. CNU hit its zenith when we were there. ...

grateful for your support and friendship. Tom Strentz is the godfather of the FBI’s hostage/crisis negotiation progr ...

APPENDIX PREPARE A NEGOTIATION ONE SHEET Negotiation is a psychological investigation. You can gain a measure ...

clarifying implementation. In the entertainment industry, they have a single document that summarizes ...

3-series. If you already have another dealer who’s given you a written offer for $10,000, that’s y ...

wouldn’t take something better. Once you’ve got flexibility in the forefront of your mind you come into ...

harder to wimp out). ■ Carry the written goal into the negotiation. SECTION II: SUMMARY Summarize and write out i ...

list of no more than five labels and spend a little time role- playing it. There are fill-in-the-b ...

negotiation often get in the way. Most of us tend to assume that the needs of the other side conflict ...

How does this affect the rest of your team? How on board are the people not on this call? What do your ...

What are we up against here? What is the biggest challenge you face? How does making a deal with us affe ...

SECTION V: NONCASH OFFERS Prepare a list of noncash items possessed by your counterpart that would be val ...

NOTES The pagination of this electronic edition does not match the edition from which it was made. To l ...

CHAPTER 3: DON’T FEEL THEIR PAIN, LABEL IT Greg J. Stephens, Lauren J. Silbert, and Uri Hasson, “S ...

CHAPTER 7: CREATE THE ILLUSION OF CONTROL Kevin Dutton, Split-Second Persuasion: The Ancient Art and New Science of ...

Dark: Causes and Consequences of Limited Self- Awareness for Interpersonal Assertiveness,” Personality and S ...