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.
Our Latest Posts
Where smart communicators go to get the negotiation edge.
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The 3 Best Tactics To Not Name Price First
When someone asks you “How much?”, what’s the worst thing you can do?
Answer with a price.
The traditional wisdom is “He (or she) who names a price first loses.” The academics will advise you the opposite! They say seize the initiative and set the price range with an anchor!
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Why Are We Still Talking About This?
Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week goes by without a new offering espousing the importance of Emotional Intelligence (EQ) and interpersonal communication for business leaders.
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How to Gain Control in a Negotiation in 4 Steps
The secret to gaining the upper hand in negotiation is to give the other side the illusion of control. If knowledge is power, what you really want to gain is knowledge in the interaction without really giving much information away.
Here’s how to flip the control dynamic on it’s head and enjoy the process.