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

pleasant    persistence on  nonsalary   terms,  135,    137

recruiting  a   mentor  with    a   specific    question,   136–37

setting success metrics,    135–36, 137

sales, 30
opening line, 86, 94
using “that’s right” and, 107–8
Schilling, Jeffrey, 96, 98–105, 140
scripts, 8, 251
for fundraising, 89–91
for negotiating getting paid, 157–58
telemarketer and, 74
Washington Redskins ticket holder script, 60–61
self-esteem, 253, 257
7-38-55 Percent Rule, 176–77, 186
silences
bargaining styles and, 194, 196, 197
closing a deal and, 189
last rule of labeling and, 56–57
pauses for active listening, 19, 103
pausing after labeling a barrier or mirroring a statement,
37, 44, 71, 72
similarity principle, 229–30, 245
Sinaceur, Marwan, 202
smiling, 46
Analysts (bargaining style) and, 194
creating positivity with, 32, 33, 46, 47
to establish rapport, 70
niceness and feigned, 74, 85, 93