INDEX
The pagination of this electronic edition does not match the
edition from which it was created. To locate a specific entry,
please use your e-book reader’s search tools.
Abu Sayyaf (militant Islamic group), 96, 99, 100, 140, 142–
44
Accommodators (bargaining style), 192, 194–96
accusation audit, 19, 64–68, 73, 128, 182–83, 254–55
example, contract negotiation, 65–68
Ackerman, Mike, 205–6
Ackerman model, 21, 205–8, 212, 240
example, getting a rent cut, 208–11
four steps of, 206
Haitian kidnappings and, 207–8
active listening, 16, 19, 53. See also tactical empathy
BCSM and, 97
crisis negotiations and, 225
difficulty of listening, 27–28
effective pauses, 103
focusing on the other person, 28, 47
labeling and, 103
minimal encouragers, 103
mirroring and, 19, 103