Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.
For those who are ready for a deeper dive into Never Split the Difference but can’t make it to a live event,
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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What Does a "Collaborative Negotiation" Look Like?
How do you set a tone of collaboration that sticks—especially with someone that sees the negotiation as win-lose, and they want you to lose?
It’s easier than you might think.
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The Simple Negotiation Exercise You Can Try Today
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.
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The Top 12 Must-Read Books for Expert Negotiators
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.