loss aversion and, 128
negative, 222–23, 226, 227, 244
normative, 224, 226, 244
personal negotiation styles and, 192
positive, 221–22, 226, 244
what it is, 220liars. See falsehoods and liars
Lieberman, Matthew, 55
listening. See active listening
loss aversion, 12, 127–28, 139, 223, 257
Macapagal-Arroyo, Gloria, 140
Malhotra, Deepak, 178, 179, 233
Mehrabian, Albert, 176
Memphis Bar Association, 132
Middle Eastern merchants, 33
Miller, George A., 28
Miller, Winnie, 227
mindset
finding and acting on Black Swans and, 218, 219
as key to successful negotiation, 43
multiple hypotheses approach, 25
positive, 33, 47
ready-to-walk, 204–5
win-win, 115
mirroring (isopraxism), 19, 35–36, 44, 48, 70, 71, 183
active listening and, 103
body language and, 36
to elicit information, 185