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Publisher's Summary

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' head, revealing the skills that helped him and his colleagues succeed where it mattered most: in 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 lives.

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.

©2016 Christopher Voss (P)2016 HarperCollins Publishers

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What members say

Average Customer Ratings

Overall

  • 4.8 out of 5.0
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Performance

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Story

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Needs PDF companion file

The author alludes to a worksheet of techniques which I assume is in the printed book .. this book is excellent but would benefit greatly from a PDF companion file

224 of 226 people found this review helpful

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  • JR
  • 10-15-16

Great info - wished for more business applications

There were a TON of useful and potentially game changing nuggets in this book. Very useful insights into understanding how the other side of the table is thinking during a negotiation.

I will definitely be listening to this one again to help digest the content more and may make a habit of listening on a regular basis to help keep me focused in my negotiating practices.

Only reason I didn't feel I could give a full 5 stars is that I was really hoping for more business applications. But don't let that stop you this is an incredibly valuable book and the time spent with it is well worth it.

50 of 52 people found this review helpful

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Second time around

What did you love best about Never Split the Difference?

The book and science is fascinating! I'm listening to it a second time because I believe we pick up or learn what we can on the first time around. I enjoyed the book so much, I purchased the hardcover book to read and take notes.

What did you like best about this story?

The stories bring the techniques to life.

Any additional comments?

I believe if you are in business, have children you negotiate with or customers/clients....OK, everyone should listen to this knowledgeable, wonderful book and learn from the author. I would love to sit and have lunch with Christ Voss.

9 of 9 people found this review helpful

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NOTHING SHORT OF LIFE-CHANGING

I have never been one to negotiate; I have always been terrified of it whether for my job or in interpersonal situations. This book helped me unearth not only new ways for me to build confidence but also has some incredible negotiation techniques and tips that I had never imagined I would encounter. Worth EVERY penny. I would recommend to you, but I don't want you to know what I now know in case I ever face you. ;) Oh, and outstanding work by the narrator. Kept me engaged the whole time. I couldn't stop listening!

5 of 5 people found this review helpful

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Loved this book!

There's so much in this book I'm gonna have to read it nor listen to it again. I feel like I could be a master negotiator now.

5 of 5 people found this review helpful

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Truly amazing in its power. Life changing

Truly groundbreaking work based on results of hostage negotiations--the most important negotiations going.
A book that recognizes that humans are seas of emotions floating boats of logic. And splitting the difference is the last step of a wimp. Alternatively recognizing the human and emotional context of another can assist you to great success.

11 of 12 people found this review helpful

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That's right!

Wow, what a difference there is between "That's right" and "You're right". This single epiphany has changed my approach, removed pressure, and given me stronger connections to all my counterparties.

20 of 24 people found this review helpful

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Hard to put down

I gained so much from this book on the first listen alone. The stories mixed in to back up the techniques are priceless. Just finished it and will listen to it again to help ingrain the techniques in my brain. Well done Chris!

3 of 3 people found this review helpful

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My First Negotiation Book- 4* w/ grain of salt

This is the first book on the topic that I have "read", so I have nothing to compare it to. That said, it was a 5* in my mind, so I'll re-evaluate this rating later.
Everything discussed in the book makes sense to me, and I feel that it can be applied in your day to day with a little practice. There are many opportunities to apply the lessons in my occupation.
I really enjoyed the hostage stories! They provide an interesting insight into the world of the hostage negotiator, which is a job that the film industry has turned into a bit of a super hero job. It was nice to learn what the reality of it is and how the skills pertain to more mundane events in your daily life.

10 of 12 people found this review helpful

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Great Insight in Layman's Terms

Excellent read on how to be effective in negotiations. Literally I felt energized to go and do.

9 of 11 people found this review helpful