01959cam a2200325 i 4500 337766645 TxAuBib 20180131120000.0 160520s2016||||||||||||||||||||||||eng|u 2016020809 9780062407801 hardback 0062407805 hardback (OCoLC)950202672 TxAuBib rda Voss, Christopher, 1942- Never split the difference [Book] : negotiating as if your life depended on it / Chris Voss with Tahl Raz. First edition. New York : HarperBusiness, an imprint of HarperCollins Publishers, 2016. viii, 274 pages ; 24 cm. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (pages 259-262) and index. 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 permission to persuade -- Bend their reality : how to shape what is fair -- Create the illusion of control : how to calibrate questions to transform conflict into collaboration -- Guarantee execution : how to spot the liars and ensure follow-through from everyone else -- Bargain hard : how to get your price -- Find the black swan : how to create breakthroughs by revealing the unknown unknowns. "A negotiation guide from a former FBI Hostage Negotiator"-- Provided by publisher. 20180131. Negotiation. Negotiation in business. Handbooks and manuals.