Never Split the Difference
2016
- negotiation
- negotiation in business
- business communication
- business
- communication
- psychology
- persuasion
- influence
- emotional intelligence
- hostage negotiation
The story
"A negotiation guide from a former FBI Hostage Negotiator"-- "Never Split The Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator, to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids. Never Split The Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life. Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split The Difference gives you the competitive edge in any discussion."--Jacket.
What it’s like
Brisk, confident prose with a conversational, slightly swaggering voice, the kind that reads like a briefing from someone who has sat across a table from a desperate man at three in the morning and come away with a method. Short chapters, many of them built around a single tactic and a worked example, so the pages move quickly and the reader can stop and start without losing the thread. Anecdotes from hostage rooms, kidnapping cases and a Brooklyn bank standoff give the lessons a tense, cinematic charge, but the emotional register stays practical and upbeat: calm, direct, a little self-congratulatory, with the warmth of a coach who wants you to get the raise. Nothing graphic is described; the danger is recounted at arm's length and the violence is offstage and brief. It suits a weekday commute, a lunch break, or a focused evening with a notebook, and it will appeal most to people who want to get better at haggling, difficult conversations at work or at home, and reading other people's moods across a table, and who enjoy a crisp, story-driven self-help book with a sharp edge of crime-drama adrenaline.
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