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

detecting   the other   person’s,   55–56

Harlem  stand-off   negotiation,    49–51,  54–55

intentionally   mislabeling,    reason  for,    91, 94

Iranian sanctions   and,    123–24

Japanese    regulating  technique,  159

labeling,   50, 54–73

negative    emotions,   57–61

“presenting”    behavior    and “underlying”    feeling,    57

primal  needs   and,    84

regulating, during  negotiation,    156–59, 161

replacing   negative    with    positive,   59, 73

responses   to  verbal  assaults,   159

role    in  negotiation,    49–50

Ultimatum   Game    and,    121–22

emotional intelligence, 19, 33, 50, 52. See also tactical
empathy
empathy, 15, 53–54, 72, 128. See also tactical empathy
BCSM and, 97
definition, 51–52
FBI crisis negotiation techniques and, 16
“forced empathy,” 168, 180
Hillary Clinton and, 53
labeling and, 68
as a mood enhancer, 62
negotiation and, 16, 53–54, 61, 70–71
neural resonance and, 53
projection versus, 120
rapport based on, 70