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

not focusing on the other person, 28 Negotiation Genius (Malhotra and Bazerman), 233 Negotiation One Sheet, 21, 251–5 ...

Mark Cuban on, 91 meanings of, 79, 94 multi-step (for getting counterparts to bid against themselves), ...

“paradox of power,” 227 paraphrasing, 20, 103, 112 Peale, Norman Vincent, 81 persuasion strategy: negotiating i ...

Prospect Theory (Kahneman and Tversky), 127 psychics, 56 Raiffa, Howard, 206 rapport, 30, 47, 83, 84, 165. See a ...

pleasant persistence on nonsalary terms, 135, 137 recruiting a mentor with a specific question, 136–37 s ...

positive/playful voice and, 48 Snyder, Phillip, 113–14 Sobero, Guillermo, 140, 142, 143 Split-Second Persua ...

Taleb, Nassim Nicholas, 215 telemarketers, 74–75, 86 terrorism “Blind Sheikh,” 24 thwarted attempts, New York ...

University of California, Berkeley Haas School of Business, 120 University of California, Los Angeles (UCLA), 55, 176 ...

win-win goals, 115, 253 Wiseman, Richard, 36 workplace negotiations four step process, using mirroring, ...

ABOUT THE AUTHORS CHRIS VOSS is one of the preeminent practitioners and professors of negotiating s ...

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CREDITS COVER DESIGN BY JARROD TAYLOR ...

COPYRIGHT The opinions expressed in this book are solely those of the author, and not of the FBI. NEVER SPLI ...

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