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Appendix is useful.

Let known knowns guide you but not blind you. Unknown unknowns (blackswan) are leverage multipliers (positive, negative, normative). Understand the counterpart's worldview. Double check, use team members to read between the lines. Exploit similarity (if share common grounds). Use face time.

Identify the counterpart's negotiating style: accommodator, assertive, analyst. Set the goal. Prepare & prepare calibrated questions, labels, responses to get there. Prepare dodging tactics to avoid getting sucked into compromise. Learned to get punched without anger. The guy behind the table isn't the problem, the situation is. Ackerman plan (65%, 85%, 95%, 100%), ending with a non-round number.

Yes is nothing without how. Ask calibrated how questions again and again. "How can I do that?" as a gentler version of "no." Follow the 7-35-58 rule. Is the yes real or counterfeit? Use calibrated question, summary, & label to make the counterpart reaffirm at least three times (test of three). Use your name for being personable.

Lister has the control on the conservation. Don't force the opponent to admit you are right. Avoid questions that can be answered by yes/no (or other short answer). Ask calibrated questions (how & what), but not why (because it sounds accusatory).

Make the counterpart feel losing something by inaction (loss aversion).

Deadline is never really "hard" and only rush things. Prospect theory, loss aversion, and certainty effect. Don't compromise; going for half-way is bad for both sides. The word "fair" is used to put the other side on the defensive and gain concession; ask them to explain why. If anchoring first offer, make it so that the other think how bad it will be. Use it to make the real (range of) offer reasonable.

"That's right" is better than "yes." The former signifies the presence of real understanding and affirmation. Use labels and paraphrasing to attempt understanding.

Trigger "no". No is not a failure. People who can say no are in control of themselves, which is a good thing to make them aware of. "So, have you given up on this project?" can be a very potent question to trigger a no, which is a no that can get you closer to an yes.

"We are therefore particularly bad at knowing the difference between fiction and reality. Overlooking this difference has been a matter of survival for us. If you nevertheless want to know the difference, the place to start is with suffering. Because as noted earlier, the realest thing in the world is suffering."

"In the age of Facebook and Instagram you can observe this myth-making process more clearly than ever before, because some of it has been outsourced from the mind to the computer. It is fascinating and terrifying to behold people spending countless hours constructing and embellishing a perfect self online, becoming attached to their own creation, and mistaking it for the truth about themselves."

"in order to understand ourselves, a crucial step is to acknowledge that the "self" is a fictional story that the intricate mechanisms of our mind constantly manufacture, update, and rewrite. ... just as the government builds a national myth with flags, icons, and parades, so my inner propaganda machine creates a personal myth with prized memories and cherished traumas that often bear little resemblance to the truth"

"Realizing this can help us become less obsessive about our opinions, about our feelings, and about our desires. We don't have free will, but we can be a bit more free from the tyranny of our will. Humans usually place so much importance on their desires that they try to control and shape the entire world according to these desires."

"If by "free will" you man the freedom to do what you desire, then yes, humans have free will. But if by "free will" you mean the freedom to choose what to desire, then no, humans have no free will."

"The problem with evil is that in real life it is not necessarily ugly. It can look very beautiful. Christianity knew this better than Hollywood, which is why traditional Christian art tended to depict Satan as a gorgeous hunk. That is also why it is so difficult to resist Satan's temptations. That is also why it is difficult to deal with fascism."

"it is common to argue that monotheism brought an end to this terrible practice (human sacrifice). In fact, monotheists practiced human sacrifice on a much larger scale than most polytheistic cults. ... At a time when the Spanish conquistadors put an end to human sacrifices to the Aztec and Inca gods, back home in Spain the Inquisition was burning heretics by the cartload."