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
Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.
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Get equipped with the tactical empathy tools you need to be heard, overcome objections, and close deals with fewer counter-offers.
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No matter the context or the stakes, every effective negotiation strategy relies on these five factors. Are you effectively using all five?
There’s a difference between negotiating at the same time and negotiating as a team. If you’re laser-focused on getting your turn to speak and nailing your part in a negotiation, you’re leaving money on the table. In fact, if you’re consumed with your next move, you’re setting yourself to fall short. Below, we’ve laid out four tips for improving your team’s communication and effectiveness in a negotiation.
If you’ve ever taken a negotiation course or read a book on negotiation, you’ve likely learned some techniques for effective communication. But unfortunately, negotiation is not like riding a bike. Much like a foreign language, unless you regularly practice the techniques, those valuable skills you learned will begin to decline over time.