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

CHAPTER 3: DON’T FEEL THEIR PAIN, LABEL IT
1. Greg J. Stephens, Lauren J. Silbert, and Uri Hasson,
“Speaker–Listener Neural Coupling Underlies Successful
Communication,” Proceedings of the National Academy
of Sciences of the USA 107, no. 32 (August 10, 2010):
14425–30.
2. Matthew D. Lieberman et al., “Putting Feelings into
Words: Affect Labeling Disrupts Amygdala Activity in
Response to Affective Stimuli,” Psychological Science
18, no. 5 (May 2007): 421–28.
CHAPTER 4: BEWARE “YES”—MASTER “NO”
1. Jim Camp, Start with NO: The Negotiating Tools That
the Pros Don‘t Want You to Know  (New York: Crown
Business, 2002).
CHAPTER 6: BEND THEIR REALITY
1. Herb Cohen, You Can Negotiate Anything  (Secaucus,
NJ: Lyle Stuart, 1980).
2. Antonio
R.
Damasio, Descartes’ Error: Emotion,
Reason, and the Human Brain (New York: Quill, 2000).
3. Jeffrey J. Fox, How to Become a Rainmaker: The People
Who Get and Keep Customers (New York: Hyperion,
2000).
4. Daniel Ames and Malia Mason, “Tandem Anchoring:
Informational and Politeness Effects of Range Offers in
Social Exchange,” Journal of Personality and Social
Psychology 108, no. 2 (February 2015): 254–74.

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CHAPTER 7: CREATE THE ILLUSION OF CONTROL
1. Kevin Dutton, Split-Second Persuasion: The Ancient Art
and New Science of Changing Minds (Boston: Houghton
Mifflin Harcourt, 2011).
2. Dhruv Khullar, “Teaching Doctors the Art of
Negotiation,” New York Times, January 23, 2014,
http://well.blogs.nytimes.com
/2014/01/23/teaching-
doctors-the-art-of-negotiation/, accessed September 4,
2015.
CHAPTER 8: GUARANTEE EXECUTION
1. Albert
Mehrabian, Silent
Messages:
Implicit
Communication of Emotions and Attitudes, 2nd ed.
(Belmont,
CA:
Wadsworth,
1981),
and
Albert
M e h r a b i a n , Nonverbal
Communication
(Chicago:
Aldine-Atherton, 1972).
2. Lyn M. Van Swol, Michael T. Braun, and Deepak
Malhotra, “Evidence for the Pinocchio Effect: Linguistic
Differences Between Lies, Deception by Omissions, and
Truths,” Discourse Processes 49, no. 2 (2012): 79–106.