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

psychological   currents    and,    191

punching    back    (using  assertion), 201–5,  212

taking  a   punch,  198–201,    212

Voss    and buying  a   truck,  188–90

Bargaining with the Devil: When to Negotiate, When to
Fight (Mnookin), 2
BATNA (Best Alternative To a Negotiated Agreement), 8,
13, 252
Bazerman, Max H., 233
Beaudoin, Charlie, 24
Behavioral Change Stairway Model (BCSM), 97
behavioral economics, 11
behavior change
BCSM and, 97
health issues and, 97
lessons that lay the foundation for, 112
psychological environment necessary for, 97–98
“that’s right” and, 98, 101–5, 107
“you’re right” as ineffective, 105–7
behind the table or Level II players, 171–72, 186
pronoun usage and, 179, 187
questions to identify, 256
bending reality, 126–35. See also prospect theory
key lessons of, 138–39
Bergen, Peter, 232
Black Swan, The (Taleb), 215
Black Swan Group, The, 3, 21, 191, 220
complementary PDF form, bargaining types, 198