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

INDEX The pagination of this electronic edition does not match the edition from which it was created. To lo ...

paraphrasing and, 103 Schilling kidnapping case and, 102–4 silences, 19, 103 summaries, 103 uncovering Black ...

monetary negotiations, 129–30 anger, 57–58, 158, 161, 202, 204 apologizing, 3, 58–59, 125, 152, 159, ...

psychological currents and, 191 punching back (using assertion), 201–5, 212 taking a punch, 198–201, 212 ...

website and more information, 258 Black Swans, 19, 21, 213–45 ascertaining counterpart’s unattained goals, 231 a ...

Bueno, Jesus, 182–85 Burnham, Martin and Gracia, 140, 143, 144, 145, 146, 166 Burnham-Sobero case, Dos P ...

words to avoid in, 153 words to begin with, 153, 160 Camp, Jim, 78, 90 car-buying negotiations, 119, 1 ...

pronoun usage and person’s importance, 179, 187 7-38-55 Percent Rule, 176–77, 186 subtleties, spotting and interpre ...

Behavioral Change Stairway Model (BCSM), 97 Cruz, Arlyn dela, 143 Cuban, Mark, 91 Damasio, Antonio, 122 de ...

detecting the other person’s, 55–56 Harlem stand-off negotiation, 49–51, 54–55 intentionally mislabeling, reas ...

as “soft” communication skill, 53 using an empathy message in negotiations, 182 using labeling to create, 239 u ...

use of pronouns, 178 fear amygdala and, 55, 61, 62, 243 labeling and calming, 61, 63, 64, 67, 73 of negotiating, ...

financial negotiations. See also bargaining car-buying, 119, 188–90, 243 Chris discount, 180 getting a rent c ...

win-win or compromise, 115, 116, 253 Griffin, William, 213–14, 216–17, 235, 244 Haiti as kidnap capital, 11 ...

ISIS, 232 Israel Defense Forces (IDF), 2 Israeli National Security Council, 2 Jobs, Steve, 219 Kahneman, Dani ...

Onglingswan kidnapping, 173–75, 179 prison siege, St. Martin Parish, Louisiana, 162–63, 171 “proof of life” and, 34, ...

Lieberman brain imaging study, 55 negativity and, 57–61, 64–68, 70 phrasing the label, 56 Rule of Three and ...

loss aversion and, 128 negative, 222–23, 226, 227, 244 normative, 224, 226, 244 personal negotiation ...

four step process for workplace negotiation, 44–46 reaction to use of “fair” in negotiations, 125 silences ...

how to get your price (bargaining hard), 188–212 as information-gathering process, 147, 154 labeling and tact ...