01 Book

Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.

02 Online Course

For those who are ready for a deeper dive into Never Split the Difference but can’t make it to a live event,

03 Live Seminars

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.

  • When it comes down to it, leadership is leadership, and all leaders should approach it the same way. And yet, women can have a difficult time as leaders, particularly when supervising a group of men.

    Keep reading to learn about four characteristics that women with good leadership skills exhibit so you can add them to your arsenal and enjoy better business outcomes.

  • When it comes to real estate negotiation—whether you’re representing a buyer or a seller—the first thing you want to do is understand what your client is thinking and ensure they feel understood. 

    Doing so starts with a Cold Read, in which you look at your clients, size them up, and then use Labels™ to have them tell you what’s on their mind. 

    If you’re representing a buyer, you might say this after a Cold Read: It seems like you really want this house. If you’re representing a seller, you might say: It sounds like getting top dollar is what’s most important to you.

    Whether your calculations are correct or not, your client should give you more information to help you better understand the lay of the land.

  • At its very best, yes is only an aspiration, a hope. But hope is not a strategy, and aspiration is not agreement. Here’s why.

    When Never Split the Difference was first published, The Black Swan Group used to say, “Yes is nothing without how.” Since then, we’ve updated our approach. Now, we teach that yes is nothing, and how is everything.

    We also taught that yes is the last thing you want to hear. That was never meant to be interpreted that it was the final utterance that would seal the deal. It was always meant in the context of, “What’s the last thing you want to hear from your teenage daughter?” Probably “I’m pregnant.” Or, “What’s the last thing you want to hear from your accountant?” Probably “You’re bankrupt.”

    Does that mean you eventually hope to hear those things?