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May 17, 2016 · Never Split the Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss’s remarkable career as a hostage negotiator and later as an award-winning teacher in the world’s most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI’s ...
- Chapter 1 is mostly an introductory chapter that describes the negotiation experience of the author, as well as a general historical overview of negotiation techniques.
- BE A MIRROR. The Power of Mirroring: The chapter introduces the concept of mirroring, which is essentially repeating the last three words (or the critical one to three words) of what someone has just said.
- DON’T FEEL THEIR PAIN, LABEL IT. Concept of Labeling: Labeling is a technique where you validate someone’s emotion by acknowledging it. By naming someone’s emotion, you demonstrate that you understand how they feel.
- BEWARE ‘YES’—MASTER ‘NO’ The Power of “No”: Contrary to popular belief, “No” is not a sign of failure in negotiations. Instead, it’s often just an indication of discomfort or a request for a pause.
May 17, 2016 · 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.
- (168.1K)
- Paperback
Chris Voss draws upon his 24-year career with the FBI to show you how to use tactical empathy with the “bad, the mad and the sad” in your daily life to never split the difference and still have great relationships.
Everything we’ve previously been taught about negotiation is wrong: people are not rational; there is no such thing as ‘fair’; compromise is the worst thing ...
- 51 min
- 2M
- Talks at Google
Never Split the Difference is a compelling book by Chris Voss, a former FBI hostage negotiator, that offers practical advice on how to negotiate effectively in any situation. Voss shares his insights and techniques, drawing on his extensive experience in high-stakes negotiations.
- Chris Voss, Tahl Raz
How do FBI hostage negotiators never split the difference? Can you use the same techniques? Chris Voss draws upon his 24-year career with the FBI to show yo...
- 12 min
- 1.2M
- TEDx Talks
