Mark Cuban on, 91
meanings of, 79, 94multi-step (for getting counterparts to bid against
themselves), 182–85
powerful lessons of, 94–95
as protection, 78–79, 86–92, 93, 94
skills of, 89
as start of negotiation, 75–80
voice tones and downward inflection, 181
ways to respond to, 79–80
when to walk away, 92
Noesner, Gary, 14–15, 144
nonmonetary issues, 132, 134, 135, 199, 206, 257
preparing noncash offers, 258
nonround numbers, 132–33, 134, 137, 183–84, 185, 201,
206, 207, 211, 212
Ackerman system and, 206, 212
Haitian kidnappings and, 207–8
nonverbal communication, 173
matching body language with voice tone, 176
mirroring body language, 36
7-38-55 Percent Rule and, 176, 186
smiling, 33, 47
O’Brien, Jim, 214, 217
Onglingswan, Aaron, 174–75
Onglingswan, Alastair, 173–75, 179
Ottenhoff, Ben, 89–91