Never Split the Difference

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

4.39 (50,179 ratings by Goodreads)
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"This book blew my mind." (Adam Grant, bestselling author of Originals). A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations effective in any situation. 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, revealing the skills that helped Voss and his colleagues succeed when it mattered most. In this practical guide, he shares nine effective principles you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, haggling over rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
"Filled with insights that apply to everyday negotiations." (Business Insider). "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).
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Product details

  • Paperback | 288 pages
  • 134 x 214 x 21mm | 310g
  • RANDOM HOUSE BUSINESS BOOKS
  • London, United Kingdom
  • English
  • 1847941486
  • 9781847941480
  • 15,080

Back cover copy

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations — whether in the boardroom or at home.
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, revealing the skills that helped Voss and his colleagues succeed when it mattered most. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
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Review Text

"Filled with insights that apply to everyday negotiations."
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Review quote

"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 "Negotiation, as someone once said, is 'the art of letting someone else have your own way'. It's an art well worth learning. And who better to learn from than Chris Voss, whose skills have saved lives and averted disaster?" Daily Mail "An easy read filled with anecdotes from Voss's time in the FBI, and by the end you'll be surprised how much you've learned that you can apply right away." -- Business Books You Should Be Reading This Summer, World Economic Forum blog "Fascinating case studies reinforce Voss's vast experience and credentials in the subject matter ... The writing is snappy and efficient, but also structured in a way that makes the learning process feel natural and fluid." Bookbag "Here is an individual who has taken huge leaps of faith that have seen him take his skills and knowledge from the back streets of gang torn American inner cities to the esoteric world of modern terrorism and finally into the world of academia ... It is thrilling for me to be able to unreservedly recommend this book." HR Director "Handy tips for those looking to boost the bank balance, or get that promotion they so desperately want." HR Grapevine "As [Chris Voss] explains, if you're in a kidnap situation you can't say 'give me half the hostages and you can keep the other half'. After a life of successfully negotiated settlements in high-pressured situations, every story is riveting." -- Octavius Black
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About Chris Voss

Chris Voss spent 24 years working for the FBI, culminating in him becoming the bureau's lead international hostage negotiator. In 2007 he left the organisation and, realising that the skills he had acquired were more widely applicable, began teaching negotiation skills at Georgetown University's McDonough School of Business. He has also taught courses at Harvard Law School and is the head of the Black Swan Group, a consulting firm that leads businesses through difficult negotiations.
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Rating details

50,179 ratings
4.39 out of 5 stars
5 56% (28,256)
4 31% (15,654)
3 10% (4,838)
2 2% (941)
1 1% (490)
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