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

■ Pause. After you label a barrier or mirror a statement, let it sink in. Don’t worry, the ...

CHAPTER 4 BEWARE “YES”—MASTER “NO” Let me paint a scenario we’ve all experienced: You’re at home, just ...

Compromise and concession, even to the truth, feels like defeat. And “No,” well, “No” feels like ...

learn what it does for you and how you can build deals out of it. “Yes” and “Maybe” are often wor ...

conciliator, enforcer, savior, confessor, instigator, and peacemaker—and that’s just a few of the parts. ...

do.” Amy shook her head and gave one of those ironic laughs that mean the person doesn’t ...

signaled a failure of imagination. But then I realized I did the same thing with my teenage son, ...

and occasionally, actually contributed to death. It comes down to the deep and universal human need for a ...

■ You are making me feel uncomfortable; ■ I do not understand; ■ I don’t think I can afford it; ■ I want somet ...

counterpart—his opponent—vanquished and in defeat. He is Russell Crowe in Gladiator. He is The Man. Now allow me to ...

three types sound almost the same so you have to learn how to recognize which one is being used. Human ...

the first thing you had to do was check to see if the person had called that day, because they were only ...

guess.” “So it’s safe to say that the outside world hasn’t been too hard on you, right?” “Yes,” Daryl ...

Jim smiled—I hated that smile right then—and nodded. “That’s one of the signs, because they sho ...

I worked hard at reorienting myself from that point on. I asked so many questions and read so m ...

to be nice and to respect people’s feelings at all times and in every situation. But nice alone in the co ...

same slot, people who had psychology degrees, experience, and credentials. But I was on the road to the next ...

tell my students that, if you’re trying to sell something, don’t start with “Do you have a few minute ...

he pleased. Marti told me that she considered a variety of scenarios. She thought about going right at his ...

the one word they all dread. The entire group yelled, “No!” To them—and to almost everyone—“No” means one th ...