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

ABOUT THE PUBLISHER
Australia
HarperCollins Publishers Australia Pty. Ltd.
Level 13, 201 Elizabeth Street
Sydney, NSW 2000, Australia
www.harpercollins.com.au
Canada
HarperCollins Canada
2 Bloor Street East - 20th Floor
Toronto, ON M4W 1A8, Canada
www.harpercollins.ca
New Zealand
HarperCollins Publishers New Zealand
Unit D1, 63 Apollo Drive
Rosedale 0632
Auckland, New Zealand
www.harpercollins.co.nz
United Kingdom
HarperCollins Publishers Ltd.
1 London Bridge Street
London SE1 9GF, UK
www.harpercollins.co.uk

---

United States
HarperCollins Publishers Inc.
195 Broadway
New York, NY 10007
www.harpercollins.com

---

Document Outline

• Dedication
• CHAPTER 1 | THE NEW RULES
• How to Become the Smartest Person . . . in Any Room
• CHAPTER 2 | BE A MIRROR
• How to Quickly Establish Rapport
• CHAPTER 3 | DON’T FEEL THEIR PAIN, LABEL IT
• How to Create Trust with Tactical Empathy
• CHAPTER 4 | BEWARE “YES”—MASTER “NO”
• How to Generate Momentum and Make It Safe to Reveal the Real Stakes
• CHAPTER 5 | TRIGGER THE TWO WORDS THAT IMMEDIATELY TRANSFORM ANY NEGOTIATION
• How to Gain the Permission to Persuade
• CHAPTER 6 | BEND THEIR REALITY
• How to Shape What Is Fair
• CHAPTER 7 | CREATE THE ILLUSION OF CONTROL
• How to Calibrate Questions to Transform Conflict into Collaboration
• CHAPTER 8 | GUARANTEE EXECUTION
• How to Spot the Liars and Ensure Follow-Through from Everyone Else
• CHAPTER 9 | BARGAIN HARD
• How to Get Your Price
• CHAPTER 10 | FIND THE BLACK SWAN
• How to Create Breakthroughs by Revealing the Unknown Unknowns
• Acknowledgments
• Appendix: Prepare a Negotiation One Sheet
• Notes
• Index
• About the Authors
• Credits
• Copyright
• About the Publisher