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

SECTION V: NONCASH OFFERS
Prepare a list of noncash items possessed by your
counterpart that would be valuable.
Ask yourself: “What could they give that would almost
get us to do it for free?” Think of the anecdote I told a few
chapters ago about my work for the lawyers’ association:
My counterpart’s interest was to pay me as little cash as
possible in order to look good in front of his board. We
came upon the idea that they pay in part by publishing a
cover story about me in their magazine. That was low-cost
for them and it advanced my interests considerably.
For more information on my company, The Black Swan
Group, any additional information or guidance we can give
you on negotiation, or for contacting me about speaking to
your
company,
please
visit
our
website
at
www.blackswanltd.com.

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NOTES
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CHAPTER 1: THE NEW RULES
1. Robert Mnookin, Bargaining with the Devil: When to
Negotiate, When to Fight (New York: Simon & Schuster,
2010).
2. Roger Fisher and William Ury, Getting to Yes:
Negotiating Agreement Without Giving In  (Boston:
Houghton Mifflin, 1981).
3. Daniel Kahneman, Thinking, Fast and Slow (New York:
Farrar, Straus & Giroux, 2011).
4. Philip B. Heymann and United States Department of
Justice, Lessons of Waco: Proposed Changes in Federal
Law Enforcement (Washington, DC: U.S. Department of
Justice, 1993).
CHAPTER 2: BE A MIRROR
1. George A. Miller, “The Magical Number Seven, Plus or
Minus Two: Some Limits on Our Capacity for Processing
Information,” Psychological Review 63, no. 2 (1956):
81–97.

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