Part 1 book "Never split the difference - Negotiating as if your life depended on it" includes content: 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 the permission to persuade; bend their reality how to shape what is fair. | DEDICATION For my mother and father who showed me unconditional love and taught me the values of hard work and integrity CONTENTS 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 CHAPTER 1 THE NEW RULES I was intimidated. I d spent more than two decades in the FBI including fifteen years negotiating hostage situations from New York to the Philippines and the Middle East and I was on top of my game. At any given time there are ten thousand FBI agents in the Bureau but only one lead international kidnapping negotiator. That was me. But I d never experienced a hostage situation so tense so personal. We ve got your son Voss. Give us one million dollars or he dies. Pause. Blink. Mindfully urge the heart rate back to normal. Sure I d been in these types of situations before. Tons of them. Money for lives. But not like this. Not with my son on the line. Not 1 million. And not against people with fancy degrees and a lifetime of negotiating expertise. You see the people across the table my negotiating counterparts were Harvard Law School negotiating professors. I d come up to .
