Prospect Theory (Kahneman and Tversky), 127
psychics, 56
Raiffa, Howard, 206
rapport, 30, 47, 83, 84, 165. See also mirroring
Accommodators and, 195
based on empathy, 70
BCSM and, 97
crisis negotiations amd, 15
mirroring to build, 35
negotiation and, 46
Schilling kidnapping case and, 101
used for sales, 108
“rational actors,” 12
reciprocity, 133, 148, 160, 168, 193, 196, 206, 207
Regini, Chuck, 98
Rogers, Carl, 97
Rowling, J. K., 256
Ruby Ridge siege, Idaho, 13
Rule of Three, 177–78, 186
Rust, Kevin, 166
Sabaya, Abu, 98–105, 142–43, 144, 145
Sadat, Anwar, 133
“safe and secure,” 84, 86, 94
salary negotiations, 129–30, 135–38
“bolstering range,” 131
establishing a range, 131–32
example, Angel Prado, 136–38