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
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What’s wrong with “always be closing”?
To start, it’s pushy. You can’t approach the situation with this mentality and develop a relationship. Always be closing is the same thing as “always be damaging” the relationship—which means you’re sacrificing tomorrow for today, and tomorrow is coming.
At the same time, always be closing has its upside, too. Here’s what’s right and wrong about it and how to integrate these ideas for success.
People often ask me if I have any tricks for negotiating over email.
Here’s my first tip: Stop doing it.
Every email exchange should be an attempt to bring the other side to the table in person—or at least get them on the phone.
But in this time of global interactions, email negotiation is sometimes unavoidable. Even if you’d prefer to hash it out over the phone, you might have no choice but to negotiate over email—particularly when it’s the preferred method of your counterpart.