Never Split the Difference: Negotiating As If Your Life Depended On It
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 to succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counter-intuitive 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.
Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss is a practical guide to negotiation that draws on the author's 24 years of experience as a hostage negotiator for the FBI. In this book, Voss teaches readers how to use the same techniques that he used to successfully negotiate with hostage takers and other high-stakes adversaries.
Voss argues that traditional negotiation methods are often counterproductive and that they can lead to僵局 (deadlock) or even conflict. Instead, he advocates for a collaborative approach to negotiation that focuses on building rapport and understanding the other party's needs. Voss also provides readers with a number of specific tools and techniques that they can use to improve their negotiating skills, such as:
- Active listening: The ability to listen attentively and understand the other party's perspective.
- Mirroring: Repeating back the other party's words or gestures to show that you are understanding them.
- Labeling: Identifying the emotions that the other party is feeling and acknowledging those emotions.
- Calibrated questions: Asking questions that are designed to elicit specific information from the other party.
- Summarizing: Restating the other party's position in your own words to show that you are understanding them.
Voss's approach to negotiation has been praised by a number of experts, including former FBI Director Robert Mueller and former Secretary of State Madeleine Albright. Never Split the Difference has also been a commercial success, selling over two million copies worldwide.
If you are interested in learning how to negotiate more effectively, Never Split the Difference is a valuable resource. Voss's practical advice and step-by-step instructions can help you to improve your negotiating skills in any situation.
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