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

“paradox of power,” 227
paraphrasing, 20, 103, 112
Peale, Norman Vincent, 81
persuasion strategy: negotiating in the other’s world, 80–85,
94–95
Philippines, 96, 98–104, 140–41, 142–48, 173–75
Pinocchio effect, 178
Pittsburgh Police Department’s Hostage Negotiation Team,
87
positive/playful voice, 32, 33, 48
positive reinforcement, 36
smiling and, 32, 33, 46, 47
Prado, Angel, 136–38
preparation for negotiation, 211, 251–58 (see also
Negotiation One Sheet)
“fall to your highest level of preparation,” 208, 211, 251
primal needs, 84
Princeton University, fMRI brain-scan experiment on neural
resonance, 53
prison siege, St. Martin Parish, Louisiana, 162–63, 171
prospect theory, 12, 127–35
anchoring emotions, 128–29
establishing a range, 131–32
letting the other guy go first, 129–31
pivoting to nonmonetary terms, 132
surprising with a gift, 133
using odd numbers to fortify your offers, 107, 132–33,
134, 137, 183–84, 185, 206, 211, 212