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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What's the Deal with Anchoring in Negotiation?
Anchoring, or establishing a reference point in a negotiation, is a technique that can help you get the best deals. But it doesn’t always work that way.
Today, we’ll explore four rules of anchoring that can help you better understand how you can use this technique to get better deals.
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Why Logrolling Negotiation Is Garbage (And What to Do About It)
There are four reasons that logrolling negotiation—a negotiation strategy that’s solely based on making trade-offs—is garbage
- It’s a compromise.
- It’s lazy.
- It assumes a zero-sum game.
- It lacks tactical empathy.
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What to Do If You Are Stuck in a Bad Faith Negotiation
The most dangerous negotiation is the one you don’t know you’re in.