Never Split the Difference: Negotiating as If Your Life Depended on It - Hardcover

Voss, Chris; Raz, Tahl

Hardcover

ISBN 10: 0062407805 ISBN 13: 9780062407801

Publisher: Harper Business, 2016

Synopsis

This international bestseller, with more than 3 million copies sold, offers a field-tested approach to high-stakes negotiations—whether in the boardroom, in your community, or at home.

Life is a series of negotiations, and negotiation is at the heart of collaboration—whether you are a business executive, a salesperson, a parent , a community leader, or a spouse. As a former FBI hostage negotiator, Chris Voss gives you the tools to be effective in any situation: negotiating a business deal, buying (or selling) a car, negotiating a salary, acquiring a home, renegotiating rent, deliberating with your partner, or communicating with your children. Taking the power of persuasion, empathy, active listening, and intuition to the next level, Never Split the Difference gives you the competitive edge in any difficult conversation or challenging situation. This book is a masterclass in influencing others, no matter the circumstances.

After a stint policing the rough streets of Kansas City, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference distills the Voss method, revealing the skills that matter most when it comes to achieving your goals in both your professional and personal life.

Step-by-step, Voss show you how to:

• Establish Rapport 
• Create Trust with Tactical Empathy
• Gain the Permission to Persuade 
• Shape What Is Fair 
• Calibrate Questions
• Transform Conflict into Collaboration
• Spot Liars
• Create Breakthroughs by Revealing the Unknown Unknowns

Never Split the Difference is your definitive source for defusing potential crises, winning people over, and achieving your goals at work and at home.

About this title

About the Authors

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.

Tahl Raz uncovers big ideas and great stories that ignite change and growth in people and organizations. He is an award-winning journalist and co-author 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.

From the Back Cover

A field-tested, game-changing approach to high-stakes negotiations--whether in the boardroom or at home.

Never Split the Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids.

Never Split the Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life.

Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split the Difference gives you the competitive edge in any discussion.

Advance praise for Never Split The Difference

"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

"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, FBI Special Agent (Ret.) and author of the international bestseller What Every Body Is Saying

"Your business--basically your entire life--comes down to your performance in crucial conversations, and these tools will give you the edge you need. . . .It's required reading for my employees because I use the lessons in this book every single day, and I want them to, too."--Jason McCarthy, CEO of GORUCK

Edition details

• Publisher: Harper Business
• Publication date: 2016
• Language: English
• ISBN 10: 0062407805
• ISBN 13: 9780062407801
• Binding: Hardcover
• Number of pages: 288