Never Split the Difference: Negotiating as if Your Life Depended on It

CHAPTER 9: BARGAIN HARD
1. Gerald R. Williams, Legal Negotiations and Settlement
(St. Paul, MN: West, 1983).
2. Marwan Sinaceur and Larissa Tiedens, “Get Mad and
Get More than Even: The Benefits of Anger Expressions
in
Negotiations,” Journal of Experimental Social
Psychology 42, no. 3 (2006): 314–22.
3. Daniel R. Ames and Abbie Wazlawek, “Pushing in the

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Dark: Causes and Consequences of Limited Self-
Awareness for Interpersonal Assertiveness,” Personality
and Social Psychology Bulletin 40, no. 6 (2014): 1–16.
CHAPTER 10: FIND THE BLACK SWAN
1. Nassim Nicholas Taleb, Fooled by Randomness: The
Hidden Role of Chance in Life and in the Markets (New
York: Random House, 2001).
2. Nassim Nicholas Taleb, The Black Swan: The Impact of
the Highly Improbable (New York: Random House,
2007).
3. Ellen J. Langer, Arthur Blank, and Benzion Chanowitz,
“The Mindlessness of Ostensibly Thoughtful Action: The
Role of ‘Placebic’ Information in Interpersonal
In teractio n ,” Journal of Personality and Social
Psychology 36, no. 6 (1978): 635–42.
4. Deepak Malhotra and Max H. Bazerman, Negotiation
Genius: How to Overcome Obstacles and Achieve
Brilliant Results at the Bargaining Table and Beyond
(New York: Bantam Books, 2007).

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INDEX
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Abu Sayyaf (militant Islamic group), 96, 99, 100, 140, 142–
44
Accommodators (bargaining style), 192, 194–96
accusation audit, 19, 64–68, 73, 128, 182–83, 254–55
example, contract negotiation, 65–68
Ackerman, Mike, 205–6
Ackerman model, 21, 205–8, 212, 240
example, getting a rent cut, 208–11
four steps of, 206
Haitian kidnappings and, 207–8
active listening, 16, 19, 53. See also tactical empathy
BCSM and, 97
crisis negotiations and, 225
difficulty of listening, 27–28
effective pauses, 103
focusing on the other person, 28, 47
labeling and, 103
minimal encouragers, 103
mirroring and, 19, 103

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paraphrasing and, 103
Schilling kidnapping case and, 102–4
silences, 19, 103
summaries, 103
uncovering Black Swans and, 228, 244–45
aggressiveness, 155, 160, 172, 173, 175
removing, 141, 152
agreement, 20, 52, 84, 143, 163, 195, 231
best/worst range, 253
clearing barriers to, 72
commitment “yes” and, 81
dynamic of, 157
execution of, 163, 171, 177
fairness and, 122
liars and, 172
“no” and, 89
Rule of Three and, 177–78, 186
Aladdin (film), 123
Al Qaeda, 140, 143
Ames, Daniel, 202
Analysts (bargaining style), 192, 193–94
“anchor and adjustment” effect, 130
anchoring
bending reality with, 139
emotions and, 20, 128–29
establishing a range, 131–32, 139
extreme, 199, 200, 206–7, 212, 240
in kidnapping case, 133–35

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monetary negotiations, 129–30
anger, 57–58, 158, 161, 202, 204
apologizing, 3, 58–59, 125, 152, 159, 181, 194
Aristide, Jean-Bertrand, 113
Assertive (bargaining style), 192, 193, 196–97
real anger, threats without anger, and strategic umbrage,
202
assumptions, 19, 24–26, 44, 47, 191
bargaining styles and, 197–98
of Fisher and Ury, 11
known knowns and, 218
bargaining hard, 20–21, 188–212
Accommodators, 192, 194–96
Ackerman model and, 205–8, 212
Analysts, 192, 193–94
Assertive style, 192, 193, 196–97
Black Swan rule, 198
effective ways to assert smartly, 201–5
example, MBA student soliciting funds, 200–201
“fall to your highest level of preparation,” 208, 211, 251
identifying your counterpart’s style, 197–98, 211
information gathering and, 199–200, 211–12
key lessons of, 211–12
lawyer-negotiators, 192–93
no deal is better than a bad deal, 115, 117, 204
outcome goals and, 253
personal negotiation styles, 192–98
pivoting to noncash terms, 199, 206, 258

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psychological currents and, 191
punching back (using assertion), 201–5, 212
taking a punch, 198–201, 212
Voss and buying a truck, 188–90