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.
I will be blunt: This is a total sh*t show. Here’s how to negotiate with your vendors, clients, counterparts, and colleagues so we all survive and put ourselves in a position to pick up the pieces after the COVID-19 pandemic.
Here are 3 steps to fixing your deals during this time:
- Deactivate the fears
- Dynamic silence
- Shape new thinking with a “How?”
Procurement is an entity that tends to strike fear into the hearts of most salespeople and many executives. Interestingly enough, that’s who the negotiation system in Never Split the Difference was originally designed to prevail against.
Here are some fine points on how to cope with procurement and help move them toward outcomes you desire.