Never Split the Difference: Negotiating As If Your Life Depended On It


Chapter 1: The New Rules
Chapter 2: Be a Mirror
Chapter 3: Don’t Feel Their Pain, Label It
Chapter 4: Beware Yes Master No
Chapter 5: Trigger The Two Words That Immediately Transform Any Negotiation
Chapter 6: Bend Their Reality
Chapter 7: Create the Illusion of Control
Chapter 8: Guarantee Execution
Chapter 9: Bargain Hard
Chapter 10: Find The Black Swan

ACKNOWLEDGMENTS
APPENDIX
NOTES
INDEX



About the Book: Never Split the Difference

A kidnapper is nothing more than a commodities trader. In both situations, its kill or be killed. Chris Voss is an award-winning business school professor and corporate consultant. Hes also former lead international hostage negotiator for the FBI. In Killer Deals, he draws on the unique experience of both of those careers to create the definitive play book for any negotiation situation. The principles of hostage negotiation apply to any other situation where you are trying to get what you want-the only difference is the stakes. The same powerful tactics which have been proven to work against terrorists and kidnappers can also work in everyday situations, whether thats settling a business contract worth millions, improving the terms of your phone contract or even getting your kids to study for an exam. By breaking the negotiation process into distinct phases, and highlighting key techniques such as labelling, mirroring and calibrated questioning, Voss arms the reader with the practical tools they need to give them a competitive edge, and gives them the confidence to use them. With the help of this book, anyone will be able to make Killer Deals.

About the Author: Chris Voss, Tahl Raz

After a stint policing the rough streets of Kansas City, Missouri, 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 takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics
never split the difference genre

From the Inside Flap



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 never split the difference goodreadshelped 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.

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

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