Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.
Learn how to build strong relationships with buyers and sellers, get more referrals, and never cut your commission rate.
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.
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5 Effective Communication Techniques for Managing People
There’s no shortage of bad managers in the world. Most of them aren’t inherently evil people—they’re simply poor communicators. Being an effective leader and earning the respect of your colleagues comes down to honing your communication and emotional intelligence (EQ) skills more than any other attribute. No matter what your industry or your job title is, if you manage people, these five communication & EQ techniques are essential to your success.
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3 Ways People Take Themselves Hostage in Negotiations and What to Do About It
As a professional negotiator, I’ve witnessed a fair share of negotiation mishaps and mistakes. When conversations and deals fall apart, it’s usually not because of anything the other side said. More often, it’s because the lead negotiator unintentionally sabotaged themselves. Below, I’ve outlined the three most common ways that people take themselves hostage in negotiations—and how to overcome them.
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Mastering the Art of First and Last Impressions
Although first impressions don’t always stick, they do inform how much time, attention, and trust you earn right off the bat. On average, first impressions are solidified in just seven seconds. In a high-stakes or high-stress situation, that tiny window may be the only opportunity you have to start a conversation. Whether you’re cold-calling a prospect or conducting an FBI hostage negotiation, we’ve outlined some tips for making those first seconds count.