Never Split the Difference_ Negotiating As If Your Life Depended On It.pdf

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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