positive/playful voice and, 48Snyder, Phillip, 113–14
Sobero, Guillermo, 140, 142, 143
Split-Second Persuasion (Dutton), 149
Start with NO (Camp), 78, 90
“strategic umbrage,” 202
St. Thomas More School, 106, 107
summaries, 20
Assertive (bargaining style) and, 196
building blocks of, 112
for implementation of a deal, 169
Negotiation One Sheet and, 254
Rule of Three and, 177
triggering a “that’s right” with, 108, 112
used for sales, 108
what a good summary is, 103
Sun Tzu, 53–54
“the supreme art of war,” 54
System 1 and 2 thinking model, 12–13
negotiation using, 13
tactical empathy, 16, 19, 50–54
accusation audit, 19
airline counter and, 70, 71
key lessons of, 71–73
labeling, 19
Washington Redskins ticket holder script, 60–61
what it is, 52
tai chi, 174