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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At The Black Swan Group, we teach a number of tactics that people like you can use to get better outcomes in your personal and professional lives. In our experience, our clients get the most bang for their buck when they use several of our tactics in concert with one another.
To me, conversations between people are like stews. When you’re making a stew, you’re not going to use too much salt or too many carrots or too much meat. You’re going to parse out the ingredients, using just enough of each, because the stew is the cumulative taste of a perfect balance of all of them.
Just because you’re in a position of authority doesn’t mean you’re effective at your job.
To truly get your direct reports to the next level, you need to be a committed leader who inspires everyone to do their best. Being a boss or a mere manager won’t get the job done.
With that in mind, let’s take a look at the differences between each kind of authority figure—the boss, the manager, and the leader—as we rank them from worst to best.
Whether your goal is closing more deals, enhancing personal relationships, or simply having better conversations, improving your communication and negotiation skills will help.
In an ideal world, you’d become familiar with all of the popular negotiation terms we teach at The Black Swan Group. But if time is of the essence, get started by sharpening these three skills first.