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

paraphrasing    and,    103

Schilling   kidnapping  case    and,    102–4

silences,   19, 103

summaries,  103

uncovering  Black   Swans   and,    228,    244–45

aggressiveness, 155, 160, 172, 173, 175
removing, 141, 152
agreement, 20, 52, 84, 143, 163, 195, 231
best/worst range, 253
clearing barriers to, 72
commitment “yes” and, 81
dynamic of, 157
execution of, 163, 171, 177
fairness and, 122
liars and, 172
“no” and, 89
Rule of Three and, 177–78, 186
Aladdin (film), 123
Al Qaeda, 140, 143
Ames, Daniel, 202
Analysts (bargaining style), 192, 193–94
“anchor and adjustment” effect, 130
anchoring
bending reality with, 139
emotions and, 20, 128–29
establishing a range, 131–32, 139
extreme, 199, 200, 206–7, 212, 240
in kidnapping case, 133–35