Never split the difference : negotiating as if your life depended on it /
"A negotiation guide from a former FBI Hostage Negotiator"--
Saved in:
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York :
HarperBusiness, an imprint of HarperCollins Publishers,
[2016]
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| Edition: | First edition. |
| Subjects: |
Table of Contents:
- The new rules : how to become the smartest person ... in any room
- Be a mirror : how to quickly establish rapport
- Don't feel their pain, label it : how to create trust with tactical empathy
- Beware "yes", master "no" : how to generate momentum and make it safe to reveal the real stakes
- Trigger the two words that immediately transform any negotiation : how to gain permission to persuade
- Bend their reality : how to shape what is fair
- Create the illusion of control : how to calibrate questions to transform conflict into collaboration
- Guarantee execution : how to spot the liars and ensure follow-through from everyone else
- Bargain hard : how to get your price
- Find the black swan : how to create breakthroughs by revealing the unknown unknowns.
