University of California, Berkeley
Haas School of Business, 120
University of California, Los Angeles (UCLA), 55, 176
University of Chicago, 11
Ury, William, 10–11, 252
Van Zandt, Clint, 214, 216
Vlamingh, Willem de, 215
voice tones
contract discussion and, 34
direct or assertive voice, 32–33, 48, 197
for How questions, 167–68
late-night FM DJ voice, 19, 31–33, 47, 51
matching with body language, 176
positive/playful voice, 32, 48
7-38-55 Percent Rule and, 176, 186
Voss, Brandon, 105–7, 191, 192
Washington Capitals, 231
Washington Redskins, 60
Washington Wizards, 231
Watson, Dwight, 224–28
Watts, Chris, 31–35, 37–39, 41–43, 179
Wazlawek, Abbie, 202
Weaver, Randy, 13
Wilder, Billy, 129
Williams, Robin, 123
wimp-win deal, 240, 242, 253
Winfrey, Oprah, 46