Never Split the Difference

Negotiating As If Your Life Depended On It

Everything we’ve previously been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It former FBI lead international kidnapping negotiator Chris Voss and co-author Tahl Raz break down these strategies so that anyone can use them in the workplace, in business, or at home.

This book blew my mind.  It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.

Adam Grant, Wharton professor and New York Times bestselling author of ORIGINALS and GIVE AND TAKE

01 Book

Learn how to apply counter-intuitive techniques from hostage negotiation into any situation - business or personal.

02 Online Course

Learn how to build strong relationships with buyers and sellers, get more referrals, and never cut your commission rate.

03 Live Seminars

Get equipped with the tactical empathy tools you need to be heard, overcome objections, and close deals with fewer counter-offers.

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Where smart communicators go to get the negotiation edge.

  • The Accusations Audit. (And the crazy thing is women are killing it with this!) 

    Across the board, our clients are hitting the biggest home-runs by leading with this strategy. From divorce negotiations, to astounding deals with insurance companies that even ambulance chasers wouldn’t take, to multi-million-dollar government contracts.

  • As I reflected on my time as commander of my former agency’s Hostage Negotiations Team, I realized that eight of the 15 negotiators was a woman. It was not necessarily by design. It was just the way it shook out. They competed for the spots and outperformed other candidates; male and female.
  • If they’re talking to you, you have leverage. Who has the leverage in a kidnapping? As crazy as it sounds, it’s the people negotiating on behalf of the victim. After all, where else are the kidnappers going to go to get a ransom.

    Can you apply this to your negotiations?