Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.
For those who are ready for a deeper dive into Never Split the Difference but can’t make it to a live event,
Get equipped with the tactical empathy tools you need to be heard, overcome objections, and close deals with fewer counter-offers.
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
Our Latest Posts
Where smart communicators go to get the negotiation edge.
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When they start new roles, some leaders feel tempted to institute changes right away to make an immediate impact.
Unless it’s an emergency, there is no need for it.
This mindset is born from insecurity. All too often, new leaders enter the mix and are worried about how people view them, causing them to try and make their mark on a new role. They are trying to impress, saying to both superiors and subordinates: Look at me.
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5 Ways to Avoid Leadership Failure
Whereas the best leaders can help their teams unlock their full potential, those who fail at leadership doom their teams to suboptimal results, toxic cultures, and overall unpleasantness.
Keep these tips in mind to avoid leadership failure and create an environment that optimizes your team’s productivity.
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3 Ways to Master Sales Negotiations
At Black Swan, we’re always working hard to help people like you become better negotiators.
In my experience, reaching your full potential as a negotiator requires freeing yourself from traditional, limited ways of thinking.
With that in mind, here are three ways you can master sales negotiations and achieve better outcomes every time you sit down at the table.