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

win-win or  compromise, 115,    116,    253

Griffin, William, 213–14, 216–17, 235, 244

Haiti
as kidnap capital, 113–14
kidnapping case, 113–15, 133–35, 207–8
Harvard Negotiation Research Project, 2, 10–11
Harvard University, 4
executive negotiating course, 1, 5–8
Heen, Sheila, 5–6, 7
HelpLine, 81
“CareFronting,” 82, 84
Voss answering phones for, 81–84, 85
Heymann, Philip B., 14
hostage mentality, 159
hostage negotiation. See kidnapping or hostage negotiations
How to Become a Rainmaker, 126
humor, 187

“I” messages, 203–4
influence, 16, 20
BCSM and, 97, 98
demeanor, delivery, and, 32
FBI’s psychological tactics and, 43
identifying and influencing emotions, 50
negative, clearing out, 72
negotiation and, 18
persuading from other’s perspective and, 84, 225, 227–29
Iran, 123–24