win-win goals, 115, 253
Wiseman, Richard, 36
workplace negotiations
four step process, using mirroring, 44–46
“How” question to collect funds owed, 168
salary negotiations, 129–30, 131–32, 135–38
script for getting paid, 157–58
“that’s right” used for career success, 109–11
World Trade Center bombing (1993), 99
Yap, Ediborah, 145
“Yes”
achieving consent, 164
analyzing the entire negotiation space (the team), 170–71
commitment, 80, 81, 83, 177
confirmation, 80, 81, 177
counterfeit, 80–81, 84, 85, 177
defensiveness and, 86, 94
discomfort and, 86
“How” necessary with, 164–69, 186
Rule of Three and, 177–78, 186
using too early, 86, 94, 112
You Can Negotiate Anything (Cohen), 119
ZOPA (Zone of Possible Agreement), 8, 198, 199