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Never Split the Difference: Negotiating As…

Never Split the Difference: Negotiating As If Your Life Depended on It

by Chris Voss, Tahl Raz

Other authors: See the other authors section.

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481534,326 (4.17)2
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split¬†the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.… (more)
Recently added byMarkDMcKinney, omga, private library, Billbored, arnoldocolin, ali180, cityslicker, crutledge05
  1. 00
    Getting to Yes : Negotiating Agreement without Giving In by Roger Fisher (supersidvicious)
    supersidvicious: Whilst the work of Fisher, Ury and Patton is the reference for collaborative decision making, Voss goes beyond win-win goal to explain how to sketch out negotiations to win all making at the same time your counterpart satisfied using emotional intelligence.… (more)

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Showing 5 of 5
A really excellent book - particularly if you have ever done any courses on negotiation. This adds a few more tools and wrinkles and is also an entertaining read ( )
  muwaffaq | Mar 20, 2019 |
My first thought when I came across this title was: "Probably yet another ordinary 'business' book that promises the world, tries to build a nice-sounding, feel-good narrative, forcing to drive its message home by selecting a few studies from psychology research."

I'm very happy to have been wrong. Not only is the book very exciting to read, but it also doesn't promise magic. The author, in his own words, isn't someone extraordinary or a business genius: he started his career as a hard-working police officer, went on to be an FBI agent, and climbed up the FBI ladder to be a negotiator. His war stories, both from local incidents, to high profile international ransom cases sets the scene very well. But what about applying the negotiation principles that worked in such criminal circumstances to everyday cases that most of the people encounter? Would they work well in a business setting? Would they work in ordinary, but still critical interpersonal relationships? How about negotiating with your children? What about negotiating with a car salesman? Is it even possible to get a rent decrease, when your landlord announced an increase in rent, declaring that this is the final word?

The distillation of principles, rules, and heuristics, based on field-tested methods and ample psychological research makes this book a very valuable and practical read. That doesn't mean you can immediately start applying the rules laid out by the author: some of the things will lead to extreme psychological resistance, and I'm sure you'll need serious preparation and deliberate practice; you should also be ready to fail (but at least be aware why exactly you did, if you do). Just like he described, many of us don't like conflict, and will try to stay away from it, even if that means a bad deal. But the message of the book is crystal clear: No deal is better than a bad deal. I had my share of business meetings and various negotiation war stories (yes, even engineers have to negotiate for a lot of things, whether they realize that or not not), and from now on, it'll be impossible for me to view such interactions without remembering the key points of that book. ( )
2 vote EmreSevinc | Jan 2, 2019 |
Very informative and entertaining at the same time. It makes things clear about your own and others behavior ( )
  purrfectfire | Dec 4, 2018 |
This might be the best book I've read this year. I'm not going to list the plethora of great points Voss makes...read it. It will help you.

Seriously. Read it. ( )
  Razinha | Dec 29, 2017 |
Excellent book by a former FBI-CIA hostage negotiator. Many great insights and debunks the Yes-Yes problems. Also, throws out the "remove the emotion" concept in Getting to Yes. ( )
  ShadowBarbara | Jan 27, 2017 |
Showing 5 of 5
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Author nameRoleType of authorWork?Status
Voss, Chrisprimary authorall editionsconfirmed
Raz, Tahlmain authorall editionsconfirmed
Orrao, SergioTranslatorsecondary authorsome editionsconfirmed
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