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Tahl Raz,Chris Voss

Never Split the Difference

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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.
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300 printed pages
Publication year
Have you already read it? How did you like it?


  • Ilya Novikovshared an impression6 years ago
    👍Worth reading
    👎Give This a Miss


  • b5268012391shared an impression6 years ago
    👍Worth reading
    💡Learnt A Lot


  • Данияр Акимовshared an impression5 years ago
    👍Worth reading


  • Inez Wihardjohas quoted6 years ago
    1. Use the late-night FM DJ voice.
    2. Start with “I’m sorry . . .”
    3. Mirror.
    4. Silence. At least four seconds, to let the mirror work its magic on your counterpart.
    5. Repeat.
  • Ilya Novikovhas quoted6 years ago
    People feel obliged to repay debts of kindness.
  • Ilya Novikovhas quoted6 years ago
    We don’t compromise because it’s right; we compromise because it is easy and because it saves face. We compromise in order to say that at least we got half the pie. Distilled to its essence, we compromise to be safe. Most people in a negotiation are driven by fear or by the desire to avoid pain. Too few are driven by their actual goals.

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