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

it is. Rather than harming them or those they negotiate with, “No” protects and benefits all parties in ...

FUND-RAISER: I’m calling from the XYZ Committee, and I wanted to ask you a few important questions about your ...

group of his grassroots guys test-market a “No”-oriented script. FUND-RAISER: Hello, can I speak with ...

Genius is often missed the first time around, right? One negotiating genius who’s impossible to miss is ...

party won’t say “No,” you’re dealing with people who are indecisive or confused or who have a hidden age ...

other party’s natural inclination is to reply immediately and disagree. No, our priorities haven’t changed. ...

That’s death for a good negotiator, who gains their power by understanding their counterpart’s ...

aim for it at the start. Asking someone for “Yes” too quickly in a conversation—“Do you like to drink water, Mr. ...

■ If a potential business partner is ignoring you, contact them with a clear and concise “ ...

CHAPTER 5 TRIGGER THE TWO WORDS THAT IMMEDIATELY TRANSFORM ANY NEGOTIATION In August 2000, the militant Islamic gro ...

developed the reputation as one of the centers, if not the center of knowledge, for law enf ...

behavior changes . . .” The grateful patient responds: “Yes, yes, yes, of course, Doctor! This is my se ...

in the Philippines and had an extensive background in terrorism from my New York City days ...

Philippine reporters on speed dial. They’d call him and ask him questions in Tagalog, his native tongue. ...

the-table to groups with whom he sympathized. I’m sure he laughed about that episode until the day he d ...

military officer. They talked in Tagalog. We reviewed transcripts translated to English and used t ...

spend several hours both on Saturday and Sunday working on negotiation strategy. That Saturday night we sa ...

counterpart when it occurs, and they embrace what you’ve said. To them, it’s a subtle epiphany. TRIGGER A ...

Sabaya to keep talking until eventually, like clearing out a swamp, the emotions were drained from ...

that meaning (paraphrasing + labeling = summary). We told Benjie he needed to listen and repeat the “ ...