Taleb, Nassim Nicholas, 215
telemarketers, 74–75, 86
terrorism
“Blind Sheikh,” 24
thwarted attempts, New York City, 24
“that’s right,” 98, 101–2, 112
Assertive (bargaining style) and, 196
“How” question and implementation of a deal, 169
how to trigger, 102–5, 108, 112
used for career success, 109–11
used in a price negotiation, 111
using to make a sale, 107–8
“you’re right” as ineffective, 105–7, 169
Thinking, Fast and Slow (Kahneman), 12
threats, 202, 222–23
Tiedens, Larissa, 202
time-out, 204
Trump, Donald, 221
trust
fake anger and destroying, 202
losing, 194
similarity and, 229–30, 245
Tversky, Amos, 11, 12
Tyson, Mike
Ultimatum Game, 120–23
“unbelief,” 149–50, 151
unconditional positive regard, 97, 98, 112
United Arab Emirates, 128