Never Split the Difference
Negotiating As If Your Life Depended On It
Everything we’ve previously been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It former FBI lead international kidnapping negotiator Chris Voss and co-author Tahl Raz break down these strategies so that anyone can use them in the workplace, in business, or at home.
This book blew my mind. It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.
—Adam Grant, Wharton professor and New York Times bestselling author of ORIGINALS and GIVE AND TAKE
Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.
Learn how to build strong relationships with buyers and sellers, get more referrals, and never cut your commission rate.
Get equipped with the tactical empathy tools you need to be heard, overcome objections, and close deals with fewer counter-offers.
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Where smart communicators go to get the negotiation edge.
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How To Easily Improve Your Negotiation Skills Every Day
“Do the homework, and the test is easy.” Dr. Jeff Spencer
You need about 63-65 repetitions of use of a skill to build the neural pathway, so its use is comfortable, to put you on the path to mastery. But how? Where can you get your low stakes practice for your high stakes performance? -
Labeling...It's Not Just For Emotions Anymore
Emotion labeling was developed as a part of the Active Listening Skillset in the area of psychotherapy in the 1950’s. It is defined as the tentative attachment of an observation to the emotions implied by a person’s words, actions, or demeanor. Adopted for use in law enforcement in the mid-1980s, it is one of the most powerful tools in a hostage negotiators toolbox.
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How To Make A Counter-Proposal?
When responding to any counter-proposal, you need to make sure you don’t let yourself get sucked into the sequential move game. In a sequential move game with “evenly” matched players, as a second mover, you can only tie or lose. Are you interested in a more complicated game of tick tack toe?