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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Where smart communicators go to get the negotiation edge.
The most dangerous negotiation is the one you don’t know you’re in.
Luckily, there’s an easy way to become aware of this: If the words I want or I need are about to come out of your mouth, then you’re about to enter into a negotiation.
Next time this is happening to you, try this little exercise that works like a charm every time. It’s easy peasy, and it’s great practice for the cold read and a quick accusations audit.
As MIT Professor Peter Senge once said, “the only sustainable competitive advantage is an organization’s ability to learn faster than the competition.”
How do you learn faster than the competition? Read.
As a bonus, reading is also enjoyable and fulfilling.
With that in mind, here are 12 books that should be in any expert negotiator's library.