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    Never Split the Difference: Negotiating As If Your Life Depended On It
    Never Split the Difference: Negotiating As If Your Life Depended On It
    Never Split the Difference: Negotiating As If Your Life Depended On It
    Audiobook8 hours

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

    Written by Chris Voss and Tahl Raz

    Narrated by Michael Kramer

    4.5/5

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    About this audiobook

    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 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 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.

    Editor's Note

    Get to ‘no’ before ‘yes’…

    As a former hostage negotiator for the FBI, Voss is a master at the art of negotiation. While you may never have to negotiate with someone’s life in the balance, his advice about tactical empathy applies to lower-stakes situations as well.

    LanguageEnglish
    PublisherHarperAudio
    Release dateMay 17, 2016
    ISBN9780062471253
    Author

    Chris Voss

    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.

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    Reviews for Never Split the Difference

    4.5/5

    3,270 ratings221 reviews

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    • 5/5
      Super Practical How-to on Negotiation. This book gives structure and technique that boosts your willingness to go in and get a wanted outcome.







      1 person found this helpful

    • 5/5
      Perhaps one of THE best books I've listened to. I dont understand why more emphasis on the art of human interaction and negetiation is not taught young. Had I been working with these skills in my youth ... manuvering throughmy business life would have been much more fun and rewarding.

      1 person found this helpful

    • 4/5
      Good book but there are a lot of non-business related negotiation stories.

      1 person found this helpful

    • 5/5
      I would have to say that this is one of the best books I have read about negotiating/sales. As a business owner, there are plenty of principles that I can put to use when negotiating with my clients or as a buyer trying to get the best price. I love the part about not seeing no as the end of a deal, but embracing a no as an opportunity to figure out what the client is looking for. Try to get to all the no's early. Great advice and an excellent read. Great anecdotes too!

      1 person found this helpful

    • 5/5
      Chris voss and tahl raz did a great job on this one. There couldn't be a deeper understanding on this topic than by a practitioner with high stake situations to lead us down the narrow but interesting world of getting the 'thats right'. The principles remain ever more true in the world of business. Great work

      1 person found this helpful

    • 4/5
      Very useful techniques for everyone to learn. It would making dealing with each other more civilized & it gives one an edge in a negotiation. But ultimately one book is not going to get you there. These are techniques that have to be mastered over years & adapted in a fluid situation which all negotiations are.

      1 person found this helpful

    • 5/5
      Great book. A must read for everybody in business, although you wish not everybody does.

      1 person found this helpful

    • 4/5
      Some Notes:
      • FBI's most potent negotiation questions: Open Ended Ones: How (equivalent to saying no)
      • Focus on your counterpart's why not the what.
      • The Framing Effect: people respond to choices depending on how they were framed or presented.
      • Being right is not the key to successful negotiations, having the right mindset is.
      • How to confront and get your way without confrontation:
      o Mirror in a late night FM DJ tone, question format: goal is to "Make me understand."
      • Don't feel their pain. Label it.
      o Tactical Empathy
       Empathy is the ability to recognize the perspective of a counterpart and the vocalization of that recognition.
       Agreeing with the perspective and giving hugs makes it sympathy.
      o Label - "It seems like..." "It looks like..."
      o 3 Types of Yes:
       Counterfeit: Escape Route.
       Confirmation: Innocent, Reflexive response to a black or white.
       Commitment: True agreement that lead to action.
      o Carefronting: assertively but caringly response.
      o Persuade from their perspective, not ours.
      o Is now a bad time to talk?
      o As a negotiator, you should strive for a reputation of being fair.
      o Bend their reality. Offer ballpark figure, lowest / highest your actual expectation.
      o Offer things that are cheap to you but valuable to them and vice versa.
      o The best way to ride a horse is in the direction where it is going.
      o He who has learned himself to disagree without being disagreeable has discovered the most valuable technique on negotiation.
      o Calibrate your questions: What you want is what the other guy wants and you need his help to do it
       Why is almost always accusatory
      • Why did you do it?
      o Try to pretend doing some calculations making you seem to pushing yourself and provide an exact number.
      o The Similarity Principle: We trust people more if they are similar or familiar to us
       Express passion for their goals and their doability
    • 5/5
      This book is a must read. I am a realtor and I picked up a lot of tools for negotiation.
    • 5/5
      Must have book for anyone’s library. Used a technique as I was reading the book and it worked!
    • 5/5
      Amazing book! Loved it. Very practical advice that just makes sense
    • 5/5
      Great book! I’ve gotta read this over and over. It’s truly great
    • 5/5
      the audiobook is very inspiring and useful. I've learn a lot on this, will definitely recommend it!
    • 5/5
      Great book on negotiations. I highly recommend this to everyone.
    • 5/5
      This is a superb book to learn about navigating conversations in any situation with empathy! I am definitely going to re-listen to this several times!
    • 5/5
      My first impression on this book was a little overrated, but when you go through each chapters, you’ll understand why it should be recommended. A lot of people, professional or not will learn and benefit on this. Kudos!
    • 5/5
      Really insightful and worth it. will need to listen to it 2nd and 3rd time to full absorb and internalize the concepts and their usage
    • 5/5
      Very insightful and easy to listen to. The author did a great job reiterating points and offered examples and experiences. The narrator did a fantastic job. He used voice fluctuations and read clearly. Great choice.
    • 5/5
      Going back through this text a few times so that I can really internalize the information here. It has taken years for me to fully understand the value of social capital. This text does a great job of giving some specific teachable practices. They can be quickly applied. My daughter tells me now that I need to stop mirroring her. My colleagues don’t even see it coming.
    • 5/5
      Game-changer, this one! This is a life altering book!
    • 5/5
      Loved it. Straight to the point style with clear, actionable takeaways right from the beginning.
    • 4/5
      Very interesting and useful practical book... The narrator is exquisite... Some parts were just bragging and bla bla talk, but they are minimal and don't effect the huge value of the book
    • 5/5
      I really like this book.
      The information mentioned are interesting and I hope I can use them in my life.
    • 5/5
      Great story teller. Excellent pace and a super interesting content.
    • 4/5
      Excelente Simple powerful and great examples on how to negotiate and influence others
    • 5/5
      This is an amazing book. The stories are wonderful to anchor you to concepts, and Chris has great examples that guide you through the negotiating process. This is a must read.
    • 5/5
      Quite insightful. The narrator is so rhythmic with the tone of the book.
    • 5/5
      Excelent!, great book , well written and useful , thanks
    • 5/5
      best book I have read this year you must read it
    • 5/5
      A lot of what affects how much you enjoy these books is, again, how self aware you are or how much consideration you've given to how you talk to people and the best way to get what you want from others.