not focusing on the other person, 28Negotiation Genius (Malhotra and Bazerman), 233
Negotiation One Sheet, 21, 251–58
Section I: The Goal, 252–54
Section II: Summary, 254
Section III: Labels/Accusation Audit, 254–55
Section IV: Calibrated Questions, 255–58
Section V: Noncash Offers, 258
neural resonance, 53
New York City Police Department (NYPD), 10, 24, 27, 30,
31, 38
Technical Assistance Response Unit (TARU), 41
NFL Players Association (NFLPA), 125
niceness, 85, 93
9/11 terrorist attacks, 140, 143, 216, 224
Nixon, Jim, 98
“No,” 74–95
asking for, 20, 85
demystifying, 88
email technique, 92–93, 95
fear of, 88
forcing a response, 91
fundraising script using, 89–91
as gateway to “Yes,” 77
getting your counterparts to bid against themselves and,
181–85
“How” questions as gentle ways to say “no,” 167–68,
174, 181, 186