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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You have read Never Split the Difference™. You have thoroughly researched The Black Swan Group. You have subscribed to our newsletter. You have found out that many others took our online courses and benefited from that decision.
So, you decided to give it a try.
You may have attended Derek Gaunt's (author of Ego, Authority, Failure™) Negotiation Basics Course and probably subscribed to our Beyond the Book online training. Or perhaps you've taken Chris Voss’s MasterClass.
Is It Enough?
This blog was originally published on 11/26/2018 and updated on 10/22/2020.
That’s all the time you have to make a first impression, and you need to make a good one.
Watch these short two-minute videos to find out what you need to do during those seven seconds.
(Hint: It’s not confidence, and you don’t get there by asking yes-oriented questions. You also don’t get there by clubbing them with their first name over and over again.)
This blog was originally published on 5/28/2018 and updated on 9/10/2020.
When you’re responding to a counterproposal, you need to make sure you don’t get sucked into a game of sequential moves. When such a game is played between evenly matched players and you go second, you can only tie or lose.
Are you interested in playing a more complicated game of tic-tac-toe?
In the following post, we’ll walk you through three things to keep in mind when you’re responding to a counterproposal: