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.
Great leaders inspire their teams to do their best work. And that begins by using philosophies that are born out of high-stakes hostage negotiations.
For many leaders, however, ego and authority often get in the way of great management. When that happens, failure is usually lurking right around the corner.
But there’s an easy fix, which is to consciously and continuously try to see things from your team’s perspective by utilizing an effective leadership framework.
No matter how good a negotiator you are, you can always be better. What it all boils down to is that everyone can continuously improve their negotiation skills at any time, becoming more influential and persuasive along the way. Being influential through the use of tactical empathy does not stop once you are out of a “business environment.
If your goal is to become better at negotiation—or you want to develop a team of expert negotiators—you may want to consider investing in negotiation training in 2020 and beyond.
You’ve got a logjam. The other side has dug in. Your boss may want you to make this deal or maybe there’s something else motivating you to work it out. The thought of giving in leaves you with a bad feeling in the pit of your stomach.
What should you do in this scenario? It’s easy: Unleash a tactical empathy nuke—a “that’s right” summary.