monetary negotiations, 129–30anger, 57–58, 158, 161, 202, 204
apologizing, 3, 58–59, 125, 152, 159, 181, 194
Aristide, Jean-Bertrand, 113
Assertive (bargaining style), 192, 193, 196–97
real anger, threats without anger, and strategic umbrage,
202
assumptions, 19, 24–26, 44, 47, 191
bargaining styles and, 197–98
of Fisher and Ury, 11
known knowns and, 218
bargaining hard, 20–21, 188–212
Accommodators, 192, 194–96
Ackerman model and, 205–8, 212
Analysts, 192, 193–94
Assertive style, 192, 193, 196–97
Black Swan rule, 198
effective ways to assert smartly, 201–5
example, MBA student soliciting funds, 200–201
“fall to your highest level of preparation,” 208, 211, 251
identifying your counterpart’s style, 197–98, 211
information gathering and, 199–200, 211–12
key lessons of, 211–12
lawyer-negotiators, 192–93
no deal is better than a bad deal, 115, 117, 204
outcome goals and, 253
personal negotiation styles, 192–98
pivoting to noncash terms, 199, 206, 258