financial negotiations. See also bargaining
car-buying, 119, 188–90, 243
Chris discount, 180
getting a rent cut, 208–11
getting your counterparts to bid against themselves and,
181–85
MBA student and soliciting funds, 200–201
Fisher, Roger, 10–11, 252
Fooled by Randomness (Taleb), 215
framing effect, 12, 20
Freeh, Louis, 14
fundraising, 89–91
Gaddafi, Muammar, 99–100
Getting to Yes (Fisher and Ury), 11, 13, 14, 16, 20, 80, 98,
252
Giffe, George, Jr., 9–10
goals/outcome goals, 12, 52, 81, 95, 112, 160, 170, 174,
201, 211, 240, 242, 243
Ackerman model and, 206, 208
agreement or “yes” as, 94
ascertaining counterpart’s, 28, 231
bargaining styles and, 193, 195, 196
BATNA and, 252
best/worst range, 69, 253
extracting information as, 25, 47, 110, 147
four steps for setting, 253–54
human connection as, 72
Negotiation One Sheet, 252–54