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Never Split the Difference: Negotiating as if Your Life Depended on It Kindle Edition

by Chris Voss (Author), Tahl Raz (Author) Format: Kindle Edition
4.6 4.6 out of 5 stars 41,157 ratings
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THE HUGE INTERNATIONAL BESTSELLER

A former FBI hostage negotiator offers a field-tested approach to negotiating - effective in any situation.

'Riveting' Adam Grant
'Stupendous' The Week
'Brilliant' Guardian
____________________________
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.
____________________________
PRAISE FOR NEVER SPLIT THE DIFFERENCE

'Such a great book that is relevant to more than just FBI negotiations: it's relevant to my relationship with my partner, to my business, to everything in between.' Steven Bartlett, entrepreneur and host of the Diary of a CEO podcast

'It's rare that a book is so gripping and entertaining while still being actionable and applicable.' Inc.

'A business book you won't be able to put down.' Fortune

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  1. Print length
    293 pages
  2. Language
    English
  3. Publisher
    Cornerstone Digital
  4. Publication date
    19 May 2016
  5. File size
    995 KB
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  1. Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment. Then consciously label each negative feeling and replace it with positive, compassionate, and solution-based thoughts.
    Highlighted by 35,625 Kindle readers
  2. The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.
    Highlighted by 35,080 Kindle readers
  3. To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.
    Highlighted by 32,133 Kindle readers
  4. Going too fast is one of the mistakes all negotiators are prone to making.
    Highlighted by 30,691 Kindle readers
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Product description

Review

"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 bestselling author of ORIGINALS and GIVE AND TAKE "Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator - someone who couldn't take no for an answer - which makes it fascinating reading. But it's also eminently practical. In these pages, you will find the techniques for getting the deal you want." -- Daniel H. Pink, bestselling author of TO SELL IS HUMAN and DRIVE "Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work." -- Joe Navarro, former FBI Special Agent and bestselling author of WHAT EVERY BODY IS SAYING "Filled with insights that apply to everyday negotiations." Business Insider "A master of persuasion." Forbes

About the Author

Tahl Raz uncovers big ideas and great stories that ignite change and growth in people and organizations. He is an award-winning journalist and coauthor of the New York Times bestseller Never Eat Alone. When not researching or writing, he coaches executives, lectures widely on the forces transforming the new world of work, and serves as an editorial consultant for several national firms. He invites readers to e-mail him at TR@TahlRaz.com and to visit his website at www.TahlRaz.com.



Michael Kramer is an AudioFile Earphones Award winner, a finalist for the prestigious Audie Award for Best Narration, and recipient of a Publishers Weekly Listen-Up Award. He is also an actor and director in the Washington, DC, area, where he is active in the area's theater scene and has appeared in productions at the Shakespeare Theatre, the Kennedy Center, and Theater J.



Chris Voss is one of the preeminent practitioners and professors of negotiation skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. He currently teaches at the University of Southern California's Marshall School of Business and Georgetown University's McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University's Kellogg School of Management.

Product details

  • ASIN ‏ : ‎ B018FHCPDO
  • Publisher ‏ : ‎ Cornerstone Digital; 1st edition (19 May 2016)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 995 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 293 pages
  • Customer Reviews:
    4.6 4.6 out of 5 stars 41,157 ratings

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  1. Chris Voss

    Chris Voss

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    A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others.

    See more on the author's page
  2. Tahl Raz

    Tahl Raz

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    Full content visible, double tap to read brief content.

    Tahl Raz is a storyteller of big ideas in business, technology and the social sciences that are transforming the way we work and live. An award-winning journalist and best-selling author, he has edited and published in everything from Inc. Magazine and GQ to Harvard Business Review and the Jerusalem Post. Management guru Tom Peters called his first co-authored book, “Never Eat Alone,” one of “the most extraordinary and valuable business books” of recent history. The book is still in hardcover over a decade later and is now used as a textbook in MBA programs around the world. He has held roles as a Chief Content Officer, CEO of an online education company called MyGreenLight, and founder and editor-in-chief of Jewcy Media. He lives in New York City with his wife, daughter, and a very fat Pug named Bibi.

    See more on the author's page
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Customer reviews

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Top reviews from India

Chandrashekar kunder
5.0 out of 5 stars Mind blowing book with practical steps on Negotiation
Reviewed in India on 22 April 2024
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I really liked the book
This book is an eye opener on human behaviour
Nice stories
Practical steps to follow
I would recommend reading this book multiple time to understand the concepts deeply
Awesome tricks shared
One person found this helpful
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Amazon Customer
5.0 out of 5 stars A Must Read !!!
Reviewed in India on 6 February 2024
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Lets begin with the quality of book.
It is just excellent and the size is very handy.

Now coming to the contents of the book,

I would simply suggest everyone to read this books, it will not only help you in your profession life, but would also help you to understand your family and knowns.

This book makes you understand the key signs to look for while talking to someone, and they are very well explained with good examples.

So do read it.
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Amazon Customer
5.0 out of 5 stars A Must Read !!!
Reviewed in India on 6 February 2024
Lets begin with the quality of book.
It is just excellent and the size is very handy.

Now coming to the contents of the book,

I would simply suggest everyone to read this books, it will not only help you in your profession life, but would also help you to understand your family and knowns.

This book makes you understand the key signs to look for while talking to someone, and they are very well explained with good examples.

So do read it.
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5 people found this helpful
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Sachin Rajput
4.0 out of 5 stars An insightful read
Reviewed in India on 6 December 2023
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This was my first book ever on this subject and I was pleasantly surprised by the things it tells us.
I have never been a good negotiator, but I’ve started practising the teachings from in here.

One thing I would change is some more examples.
4 people found this helpful
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Sandeep
5.0 out of 5 stars Must read for someone who want's to improve their negotiation skills
Reviewed in India on 29 April 2024
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Awesome book. really learned a few tricks of the negotiations trade after going through this book
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amit r.
5.0 out of 5 stars Mind blowing Book
Reviewed in India on 12 April 2024
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Life's real reality is to understand human physiology and act accordingly, if not you will miss the game of real life.
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Unknown
5.0 out of 5 stars Negotiation is about co-axing not over coming, it is about co-opting and not defeating
Reviewed in India on 24 March 2019
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"Never Split the difference" is an outstanding book on how to negotiate, written by Mr. Chriss Voss an ex-FBI agent. having read a few books on negotiation, this is quite clearly the best. Mr. Voss is well qualified to write such a book given that he has negotiated over release of hostages in a number of parts of the world and on the other side his involvement with academic institutions such as Harvard.

Fundamental message of Mr. Voss is that human beings are emotional and irrational. Decision making is at the end of the say an emotional decision. The historical theories on negotiations are built on human beings rational and both the sides developing "win win" solutions. However, in a hostage crisis, it may not be possible to have a win win outcome. And therefore the title of the book -- never split the difference.

Mr. Voss's negotiation approach is roughly as follows:
1. Listen to the other party carefully. Mr. Voss believes that people wish to be understood and accepted and listening is the best way to do that.
2. Second thing that he emphasises is to spot the emotion in the other party, summarise/ paraphrase what the other person is saying. Summarising may not be by accepting what the other person is saying but by "labelling it". This way the counter party feels safe, understood and develops trust. This makes the other person more open to ideas.
3. People like autonomy and control. Allowing them to say no is often a great way to understand their reservations and also gives them the feeling that they are in control. Understanding their resistance can open up things.
4. Watch out for the phrase "That's right". Human beings like to be understood and positively affirmed. Once that happens, it is possible to get a positive breakthrough.
5. Importance of asking callibrative questions by using words such as "What/ When/ How/ Who". As the author says, this a way of saying no, without saying no and giving the other person the illusion of control.
6. Importance of the parties feeling that they have been accorded "Fair Treatment"
7. Anchoring proposals to get the desired outcome.

At the end, the author emphasises the importance of self control and emotional regulation and using the same tools that are needed in any relationship of understanding the other party, building trust and rapport, making the other party feel our empathy and then getting them to do things that we want them to do.

The real life examples make this a fun and engaging book to read. It is well written and easy to read. I give it my highest recommendation.

3.
107 people found this helpful
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rajesh
4.0 out of 5 stars Don’t be eager !!
Reviewed in India on 26 December 2023
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This wonderful book talks about not falling in love with your own voice rather make the other person talk more to understand his world and frame of reference..

This book gives us techniques how to use it to our advantage, now that we know how the other person is configured..

Must read
One person found this helpful
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Kamini Gupta
5.0 out of 5 stars A true game changer!
Reviewed in India on 15 January 2024
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Truth be told, I always preferred to flight when conflicts arise, thinking it is the right thing to do…not realising it is actually hurting both sides whether in business or otherwise.

This amazing book made me a more relaxed and confident negotiator. Hereafter I will empower myself and also my organisation to rise to the occasion and challenge by being great listeners and emphatic negotiators.

I recommend this book to everyone who wants to be a leader, create value and be a winner of life.
One person found this helpful
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Top reviews from other countries

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W.A.
5.0 out of 5 stars Riveting Reading on Negotiation
Reviewed in Canada on 18 September 2023
Verified Purchase
I had seen a PBS interview with the author and was fascinated. Couldn't wait to read more about his successful international hostage negotiations. The book is well-written, good flow, and clearly outlines his techniques as well as later collaborative association with Harvard Negotiation School. Excellent and riveting. Hard to put down, on a topic that we usually consider "business-oriented", not a life essential, as it really is.
3 people found this helpful
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Andréa Longhi Simões Almeida
5.0 out of 5 stars Conhecimento muito agregador de valor
Reviewed in Brazil on 5 November 2022
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Análise crítica das principais técnicas de negociação. Ótima leitura
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Alejandra
5.0 out of 5 stars Información valiosa para mi negocio
Reviewed in Mexico on 6 March 2022
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Es el mejor libro que he leído para guiarme y ayudarme en mi emprendimiento. Propone técnicas complejas pero de una manera práctica, lo difícil es recalibrar tu mente a abrazar el conflicto en lugar de huir, esa es la base de la negociación. Y si ese no es tu carácter, como yo, hay mucho trabajo que hacer. Definitivamente se vuelve mi libro de cabecera de ahora en adelante.
2 people found this helpful
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Florian
5.0 out of 5 stars Echt sehr viel gelernt!
Reviewed in Germany on 23 April 2024
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Nur in der Anwendung muss ich das ganze auf jeden Fall noch üben.
Aber auf jeden Fall sehr mächtige Informationen!
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Maya
5.0 out of 5 stars Excellent
Reviewed in Belgium on 22 April 2024
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Ce livre devrait être lu par tous.
Négocier est indispensable dans notre vie
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