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

NOTES

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CHAPTER 1: THE NEW RULES

1. Robert Mnookin, Bargaining with the Devil: When to
   Negotiate, When to Fight (New York: Simon & Schuster,
   2010).


2. Roger Fisher and William Ury, Getting to Yes:
   Negotiating Agreement Without Giving In (Boston:
   Houghton Mifflin, 1981).


3. Daniel Kahneman, Thinking, Fast and Slow (New York:
   Farrar, Straus & Giroux, 2011).


4. Philip B. Heymann and United States Department of
   Justice, Lessons of Waco: Proposed Changes in Federal
   Law Enforcement (Washington, DC: U.S. Department of
   Justice, 1993).

CHAPTER 2:  BE  A   MIRROR

1. George A. Miller, “The Magical Number Seven, Plus or
   Minus Two: Some Limits on Our Capacity for Processing
   Information,” Psychological Review 63, no. 2 (1956):
   81–97.