Never Split the Difference: Negotiating As If Your Life Depended On It
A former FBI international hostage negotiator offers a fresh, tried-and-true approach to high-stakes negotiations, whether in the boardroom or at home.
Chris Voss joined the FBI after policing the rough streets of Kansas City, Missouri, where his career as a hostage negotiator brought him face-to-face with a variety of criminals, including bank robbers and terrorists. He rose to the top of his profession as the FBI's lead international kidnapping negotiator. Never Split the Difference transports you inside the world of high-stakes negotiations and inside Voss's mind, revealing the skills that enabled him and his colleagues to succeed where it mattered most: saving lives. He shares the nine effective principles—counterintuitive tactics and strategies—that you can use to become more persuasive in this practical guide.
Contents in Never Split the Difference: Negotiating As If Your Life Depended On It
THE NEW RULES
BE A MIRROR
DONT FEEL THEIR PAIN LABEL
BEWARE YESMASTER NO
CHAPTER 6BEND THEIR REALITY
CHAPTER 7CREATE THE ILLUSION OF CONTROL
GUARANTEE EXECUTION
FIND THE BLACK SWAN
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