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
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Where smart communicators go to get the negotiation edge.
If you’ve ever taken a negotiation course or read a book on negotiation, you’ve likely learned some techniques for effective communication. But unfortunately, negotiation is not like riding a bike. Much like a foreign language, unless you regularly practice the techniques, those valuable skills you learned will begin to decline over time.
Whether you are working out a high-stakes business deal, negotiating with a vendor, or simply discussing with coworkers what to order for lunch, bargaining isn’t likely to get you what you want. Here’s why seasoned negotiators don’t bargain—and why you shouldn’t either if you want to get ahead.
Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for washing the dishes. Other negotiations are high-stakes, like major business deals or funding procurement. While losing your movie choice isn’t likely to have a lasting impact, negotiating key business deals can directly affect your organizational viability, growth potential, and job security. Believe it or not, both types of negotiations involve the same basic skills. Practicing those skills is the key to becoming more effective when it matters most. No matter what type of negotiation you’re facing, these five tried and true techniques will improve your likelihood of success.