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

possible position. In his research, he’s found that hiding your deadlines dramatically increases ...

students how much they don’t understand themselves (I know—I’m cruel). It’s called the Ultimatum ...

thinking that the other guy thinks like you, you’re wrong,” I say. “That’s not empathy; that’s projection ...

THE F-WORD: WHY IT’S SO POWERFUL, WHEN TO USE IT, AND HOW The most powerful word in negotiations is “Fair ...

something wonderful behind for his kids, he said, he did the voice for a cut-rate fee of $75,000, far belo ...

able to decide if it can use nuclear energy. And why, Iran wonders, is it considered a pariah for enriching ...

market a few years back. The offer she got was much lower than she wanted—it meant a big loss f ...

their books or declining to do so, the owners shifted the focus to the NFLPA’s supposed la ...

BEHIND WHAT THE OTHER PARTY VALUES A few years ago, I stumbled upon the book How to Become a Rainma ...

me. So tell me what it’s worth. You’re probably going to say something between $5 and $7. In both cases ...

Amos Tversky, prospect theory describes how people choose between options that involve risk, ...

acknowledging all of their fears. By anchoring their emotions in preparation for a loss, you ...

“Still, I wanted to bring this opportunity to you before I took it to someone else,” I said. Suddenly, thei ...

producer valued their relationship with Chandler more than a few hundred dollars, so they took pit ...

your reality. Then, when they come back with a merely absurd offer it will seem reasonable, ...

What I mean is this: When confronted with naming your terms or price, counter by recalling a si ...

than that. One of the easiest ways to bend your counterpart’s reality to your point of view is ...

terms of negotiation, some numbers appear more immovable than others. The biggest thing to remember is ...

his aunt, I was on the phone with the politician’s nephew. There was no way their family could com ...

stand his ground. “How can I come up with that kind of money?” we told him to ask. Again, the kidnapper ...