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

safely to his family in California. Two weeks after Jeff Schilling escaped, Sabaya called Benjie: “Have you ...

have assessed what you’ve said and pronounced it as correct of their own free will. They embrace ...

supposed to play off blocks—dodge them, if you will—and get to the ball. But Brandon continued to confront ...

way to hear the two critical words, “That’s right.” “You seem to think it’s unmanly to dodge a blo ...

Making the sales pitch, she soaked up as much as possible about the doctor. She learned ...

“You seem to tailor specific treatments and medications for each patient,” she said. “That’s right,” he respon ...

company’s rules, he believed he had to remain in his previous department, unless he could also get app ...

network at headquarters between the semiconductor and consumer products divisions. “So it sounds like ...

detail in Chapter 10): ■ His boss needed someone to help him network and communicate in headquarters. ■ His ...

“in-the-middle” suggested price (halfway between my initial offer and her initial counter). Instea ...

understand her dreams and feelings (the whole world that she inhabits), mental and behavioral chang ...

CHAPTER 6 BEND THEIR REALITY One Monday morning in Haiti’s capital, Port-au-Prince, a call came in to the ...

boy he was taking to Michigan for eye surgery; prominent Haitian politicians and businessmen bundled f ...

blind spots, hidden needs, and undeveloped notions. Once you understand that subterranean world of unspoke ...

—“splitting the difference”—can lead to terrible outcomes. Compromise is often a “bad deal” and a key theme ...

result. I’m here to call bullshit on compromise right now. We don’t compromise because it’s right; ...

Ask yourself: What is it about a deadline that causes pressure and anxiety? The answer is con ...

conduct the negotiation right, their patience becomes a formidable weapon. A few weeks after the Haiti ...

negotiations indicates getting closer to real consequences at a real specified time. To gauge the ...

When he arrived, his counterparts asked him how long he was staying, and Cohen said a week. For the nex ...