Never Split the Difference

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THE HUGE INTERNATIONAL BESTSELLER

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

‘Riveting’ Adam Grant
‘Stupendous’ The Week
‘Brilliant’ Guardian
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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.
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PRAISE FOR NEVER SPLIT THE DIFFERENCE

‘My pick for book of the year.’ Forbes

‘Who better to learn [negotiation] from than Chris Voss, whose skills have saved lives and averted disaster?’ Daily Mail

‘Filled with insights that apply to everyday negotiations.’ Business Insider

‘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

From the Publisher

Publisher ‏ : ‎ Random House Business (1 January 2017)
Language ‏ : ‎ English
Paperback ‏ : ‎ 288 pages
ISBN-10 ‏ : ‎ 1847941494
ISBN-13 ‏ : ‎ 978-1847941497
Item Weight ‏ : ‎ 210 g
Dimensions ‏ : ‎ 19.8 x 12.9 x 1.74 cm
Country of Origin ‏ : ‎ United Kingdom
Generic Name ‏ : ‎ Book

Reviewer: manmeet
Rating: 5.0 out of 5 stars
Title: Puts the techniques you practice without knowing, on paper
Review: Plus a set of life transforming techniques to support yourself in tricky situations. The lessons extend not just to negotiations but to day to day life. Must read and re-read for learners of life.

Reviewer: Unknown
Rating: 5.0 out of 5 stars
Title: Negotiation is about co-axing not over coming, it is about co-opting and not defeating
Review: “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.

Reviewer: Abhishek
Rating: 4.0 out of 5 stars
Title: Maybe great start for those who want learn negotiation
Review: At start it felt great building up a system of negotiations and everything. Some stories where good some where long bore. Also one smart thing the author covered all the books in its competition in a summarise form so no one goes to read them else to show how his method stands out of all. Last three chapters just made me it was all waste to read for me since summing all the parts of system up made me learn something i already know as game of negotiator. It may b really good guide for a beginners.

Reviewer: Harsh Pandey
Rating: 5.0 out of 5 stars
Title: Highly recommended read for anyone interested in psychology and negotiations.
Review: Book arrived in great shape, paper quality was good.The content is very valuable, writing style as well as the concepts are easy to grasp and very applicable.

Reviewer: hikrish
Rating: 5.0 out of 5 stars
Title: Must read book for negotiation skills
Review: This is one of the best book I have read about the negotiation skills. When I started this book, a person from FBI what else he can teach us. Then after reading, it’s going like a thriller story on each chapter. How he has handled different kidnapping cases and what technique work on when. This book not only help you to successfully complete the business deals, this would also help you to have better relationship with your family and relationship in communicating with more effective way.In simple words, how we frame the sentence and tone or voice matter most cases. Let’s go and buy this book now. It helped a lot and I have asked our Sales Team to read this book once.

Reviewer: Vikalp
Rating: 5.0 out of 5 stars
Title: OMG! what a book
Review: This is the best book I could ever imagine, it had everything! Great stories, simplified example, deep explanations. Everyone must read this book. Best part of the book for me was the summary given at the end of every chapter.

Reviewer: Ankit Kumar Singh
Rating: 4.0 out of 5 stars
Title: Had a Great time of Reading!
Review: First Book, I read about negotiation. Got to learn so much about the topic from it. And I am excited about using these principles in my sales journey (as a fashion and advertising photographer, you know how clients negotiate with us😁) , so let’s see how these rules apply to a better sales journey for me!….

Reviewer: Kindle Customer
Rating: 5.0 out of 5 stars
Title: I loved reading this book
Review: Chris assists you in identifying your weaknesses as a negotiator and provides you with proven strategies to become a skilled negotiator.

Reviewer: Brian Smith
Rating: 5.0 out of 5 stars
Title:
Review: Great read! I was concerned this would be a book about how to get everything you can in a greedy way. Instead, it’s focused more on how to communicate and make better deals by exposing the roots of the why. I think it’s a very useful book full of insights and tools for every relationship in life, not just making deals. Also full of intriguing real life stories.

Reviewer: Moustaph
Rating: 5.0 out of 5 stars
Title:
Review: This is my first time reading a book on negotiation, and without a doubt, it’s among the top three books I’ve ever read. The examples are highly illustrative, and the concepts are explained clearly. At the end of each chapter, there’s a summary or key takeaway, making it easy to review. This book definitely deserves 5 stars.

Reviewer: Matheus B.
Rating: 5.0 out of 5 stars
Title:
Review: O conteúdo do livro é muito bom!Não que seja um problema pra mim. Mas a capa do livro vem totalmente simples, apenas em vermelho.

Reviewer: Alejandra
Rating: 5.0 out of 5 stars
Title:
Review: 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.

Reviewer: TimoThehero
Rating: 5.0 out of 5 stars
Title:
Review: I got this book one day ago and wow is it good

4.5

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