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Summary of Never Split the Difference

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Summary of Never Split the Difference by Chris Voss and Tahl Raz | Includes Analysis


Never Split the Difference by Chris Voss and Tahl Raz is a guide to using hostage negotiation techniques in business and personal negotiations.
Modern negotiation strategies taught in business school usually center on classic texts that describe negotiation without factoring in emotions or irrational behavior. In reality, all negotiations involve emotional factors and illogical reactions. And in hostage scenarios, “splitting the difference” by accepting the release of half the hostages in exchange of partial fulfillment of demands is never a desired outcome.
Hostage takers who feel heard are more likely to trust negotiators to be honest about what they want. Active listening involves mirroring the other person's speech, speaking in a way that sounds assertive but calming, and not saying anything at all for several seconds between utterances. This slows the conversation down and conveys the impression that the negotiator wishes to understand…

PLEASE NOTE: This is key takeaways and analysis of the book and NOT the original book.

Inside this Instaread Summary of Never Split the Difference by Chris Voss and Tahl Raz | Includes Analysis

Overview of the Book
Important People
Key Takeaways
Analysis of Key Takeaways

About the Author

With Instaread, you can get the key takeaways, summary and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.
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23 printed pages
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    Henrik Vesthshared an impressionlast year
    👍Worth reading


    b3067461408has quotedlast year
    pret tone of voice and body language to ensure accuracy. Bargaining and haggling depends on the negotiators’ styles, which can be assertive, analytical, or accommodating. Each style can be more successful when a negotiator uses progressive offers that make the other party think they are getting as much as possible. Black Swans are hidden factors that can completely change the negotiation if discovered and leveraged. A successful negotiation requires thorough and specific preparation for how to proceed with the other party based on all available prior knowledge.
    Andreas Ravn Backhausenhas quoted2 years ago
    Empathy is the ability to understand how someone is feeling, not the ability to feel that feeling or agree with the other person

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