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

thought to ask, but Chris Watts just offered up one of the tellers like it was no big deal—and to him, ...

But Chris Watts had one last trick up his sleeve. He pulled a fast one on us and out of the ...

negotiation—having the right mindset is. HOW TO CONFRONT—AND GET YOUR WAY— WITHOUT CONFRONTATION I only half-jok ...

Silence. At least four seconds, to let the mirror work its magic on your counterpart. Repeat. One ...

respect and concern for what the other person is saying. “Yes,” her boss responded, “one for us and one for the ...

Mirroring will make you feel awkward as heck when you first try it. That’s the only h ...

Here are some of the key lessons from this chapter to remember: ■ A good negotiator prepa ...

positive frame of mind, they think more quickly, and are more likely to collaborate and problem- solve ( ...

to empathize and bond with you, keep people talking, buy your side time to regroup, and ...

CHAPTER 3 DON’T FEEL THEIR PAIN, LABEL IT It was 1998 and I was standing in a narrow hallway outside an ...

Especially when they are scared people with guns. Emotions are one of the main things that derail communi ...

It may sound touchy-feely, but if you can perceive the emotions of others, you have a chance to turn them ...

me: Why did they come out after six hours of radio silence? Why did they finally give in? All three gave ...

the moments that follow. It’s bringing our attention to both the emotional obstacles and the potential ...

face, gestures, and tone of voice, our brain begins to align with theirs in a process called neural resona ...

statement inane and naïve, and even a sign she had embraced the Muslim Brotherhood. Some sai ...

Now, pay close attention to exactly what we said: “It looks like you don’t want to come ...

areas that govern rational thinking. In other words, labeling an emotion—applying rational words to a ...

neighbors, it’s pretty clear that he doesn’t think much of them (we’ll dig deeper into how to spot ...

“yes” or “no.” And if they disagree with the label, that’s okay. You can always step back and say, ...