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Never Split the Difference
- Negotiating as if Your Life Depended on It
- Narrated by: Michael Kramer
- Length: 8 hrs and 7 mins
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Summary: Never Split the Difference by Chris Voss and Tahl Raz
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Discover how to develop negotiating skills that will work in your favor every single time with the help of this audio summary. This book allows you to skip to the nuggets of wisdom and actionable content in a very easily absorbed, accessible way, including key takeaways at the end of each chapter. This book summarizes the original in detail to help people effectively understand, articulate, and imbibe the original book. This book is not meant to replace the original book but to serve as a companion to it.
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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.
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Thanks Chris Voss!
- By Dennis Hettema on 10-03-20
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Negotiation
- An Ex-Spy's Guide to Master the Psychological Tricks & Talking Tools to Become an Expert Negotiator in Any Situation
- By: James Daugherty
- Narrated by: Tom Taverna
- Length: 2 hrs and 10 mins
- Unabridged
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Imagine how different your life would be if you could avoid getting the worst out of every deal you negotiate in life. You will never quite know how much you have left on the table by lacking the negotiation skills to truly get the most out of your dealings. Whether it's negotiating that pay rise at work, attaining the best price for the house/car, or just simply getting more out of your daily interactions.
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I felt like I paid for what I got...
- By S. Granger on 08-29-18
By: James Daugherty
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The Secret Handshake
- Mastering the Politics of the Business Inner Circle
- By: Kathleen Kelley Reardon
- Narrated by: Ruth Ann Phimister
- Length: 8 hrs and 7 mins
- Unabridged
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Drawing on interviews with executives from Fortune 500 companies, Kathleen Kelley Reardon has compiled essential advice on how to break into the inner circle of power at the top of the corporate ladder. Many books cover practical business knowledge, but few address the issue of interpersonal skills. The ever-changing circle of power within a corporation may not necessarily follow the same guidelines it publicly professes. The most talented employee isn't always the one promoted; there is an intangible quality the upper echelon look for.
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This book EXCELLENT!!!
- By Amazon Customer on 01-26-24
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Buy-In
- Saving Your Good Idea from Getting Shot Down
- By: John P. Kotter, Lorne A. Whitehead
- Narrated by: Tim Wheeler
- Length: 4 hrs and 22 mins
- Unabridged
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You believe in a good idea. You know it could make a crucial difference for you, your organization, your community. You present it, hoping for enthusiastic support. Instead, you get confounding questions, inane comments, and verbal bullets. Before you know what’s hit you, your idea is dead, shot down. It doesn’t have to be this way, say John Kotter and Lorne Whitehead. In Buy-In, they reveal how to protect good ideas and win the support needed to deliver valuable results.
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Practical Application
- By Kellie on 05-13-11
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What Do You Really Want for Your Children?
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- Narrated by: Dr. Wayne W. Dyer
- Length: 4 hrs and 12 mins
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Questioning thousands of parents and educators, Dr. Wayne Dyer learned firsthand what people really want for their children. They don't particularly want their kids to go to fancy schools, acquire riches, or live "the good life". They do want them to have personal integrity and high self-esteem, and to grow up with love and peace in their hearts. Children raised the Wayne Dyer way feel useful and needed. They are inner- rather than outer-directed. They live a stress-free life naturally, without resorting to drugs.
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Deaply helpful
- By Dominique on 04-28-15
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Crucial Conversations
- Tools for Talking When Stakes Are High
- By: Kerry Patterson, Joseph Grenny, Ron McMillan, and others
- Narrated by: Anna Fields
- Length: 4 hrs and 17 mins
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When stakes are high, opinions vary, and emotions run strong, you have three choices: avoid a crucial conversation and suffer the consequences; handle the conversation badly and suffer the consequences; or check out Crucial Conversations and discover how to communicate best when it matters most. Crucial Conversations gives you the tools you need to step up to life's most difficult and important conversations, say what's on your mind, and achieve the positive resolutions you want.
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Probably the worste nagging sounding narrator
- By Alexander on 09-27-21
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Hopping Over the Rabbit Hole
- How Entrepreneurs Turn Failure into Success
- By: Anthony Scaramucci
- Narrated by: Anthony Scaramucci
- Length: 6 hrs and 38 mins
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Hopping Over the Rabbit Hole chronicles the rise, fall, and resurgence of SkyBridge Capital founder Anthony Scaramucci, giving you a primer on how to thrive in an unpredictable business environment. The sheer number of American success stories has created a false impression that becoming an entrepreneur is a can't-miss endeavor - but nothing could be further from the truth. Hopping Over the Rabbit Hole gives you the skills, insight, and mindset you need to be one of the winners.
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Scaramucci is Key to Making America Great Again
- By Cynthia on 07-24-17
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Winning from Within
- A Breakthrough Method for Leading, Living, and Lasting Change
- By: Erica Ariel Fox
- Narrated by: Tavia Gilbert
- Length: 10 hrs and 2 mins
- Unabridged
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Overall
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Life is a series of negotiations, whether or not you think of yourself as a negotiator. From seemingly insignificant daily decisions to major life choices, you negotiate every time you aim to persuade, argue over a decision, or resolve a conflict. But as negotiations and leadership expert Erica Ariel Fox reveals, the most important negotiations - the ones that determine the impact of our actions and the quality of our lives - are those we have with ourselves.
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Enlightening is an understatement
- By Lucas on 01-13-19
By: Erica Ariel Fox
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You've Got 8 Seconds
- Communication Secrets for a Distracted World
- By: Paul Hellman
- Narrated by: Paul Hellman
- Length: 4 hrs and 37 mins
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Performance
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Every day at work, people do three things: talk, listen, and pretend to listen. That's not surprising when you consider that the average attention span has dropped to 8 seconds. To break through, says high-stakes communications expert Paul Hellman, you need to focus on your audience, be slightly different, and deliver with finesse.
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I gave him 7200 seconds!
- By Hyytekk on 08-02-19
By: Paul Hellman
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Friend and Foe
- When to Cooperate, When to Compete, and How to Succeed at Both
- By: Adam D. Galinsky, Maurice E. Schweitzer
- Narrated by: Tom Perkins
- Length: 9 hrs and 1 min
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Overall
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In Friend and Foe, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, humans have evolved to do both. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.
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Unexpected
- By Garron Rose on 01-05-16
By: Adam D. Galinsky, and others
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Thanks for the Feedback
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- By: Sheila Heen, Douglas Stone
- Narrated by: Sheila Heen, Douglas Stone
- Length: 9 hrs and 48 mins
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Overall
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Performance
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The coauthors of the New York Times best-selling Difficult Conversations take on the toughest topic of all: How we see ourselves. Douglas Stone and Sheila Heen have spent the past 15 years working with corporations, nonprofits, governments, and families to determine what helps us learn and what gets in our way. In Thanks for the Feedback, they explain why receiving feedback is so crucial yet so challenging. They blend the latest insights from neuroscience and psychology with practical, hard-headed advice.
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Poor narration ruins yet another good read
- By WordNerd on 08-25-14
By: Sheila Heen, and others
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What listeners say about Never Split the Difference
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- John L. Pinkowski
- 03-07-17
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
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- Leo
- 07-04-17
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!
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507 people found this helpful
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- Christopher L Ream
- 11-04-18
PDF not on site
I did not mind the book but, it references a PDF in the book not available through audible.
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472 people found this helpful
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- Brad
- 07-14-19
Should come with warning label
While the author tells a compelling story and expertly conveys his methods, he fails to realize the limitations of the narrow scope of his experience and the dangers of employing those methods in most situations.
One friend told me how he was using what he learned in his business. He didnt seem to realize that his "success" was partially due to his clients momentary disadvantage, that they may be letting him "win" rather than risk confrontation, or that their "remedy" to his petty, overly lopsided "negotiation" was to shop elsewhere and potentially leave a damning review.
Recently I was in a legal dispute and it was immediately obvious that the opposing lawyer had also read this book and, at the time, he had an advantage. He "went for it" and stuck to his guns on all of his demands. When a key hearing didnt go his way, he realized his error and offered me 2.5 times what I tried to sell it to him for previously. Unfortunately for him I recognized how the tide had turned and very much resented his heavy handedness. He "might" get my land now for 10 times the price I had previously offered, but more than likely I wont sell it to him at all because not doing so will cost him 20 times what I would have sold him the land for.
This book is great for one-off negotiations where you have the only deal in town and repeat negotiations are unlikely. However, if you have competitors or you may need something from the other party in the future - not only may you be unsuccessful with these techniques, but you may inspire a desire for retribution.
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- A. Yoshida
- 04-29-18
Start at No in Negotiations
The book should have been titled "Start at No in Negotiations." Often, a "no" means "wait" or "I'm not comfortable with that." Probe deeper and listen carefully to uncover key information behind the "no" (such as "I want to but I don't have the money now" or "it is actually my spouse, not me, who doesn't agree"). This is a much more effective approach than trying to get the counterpart to say "yes," which the person might say just to get rid of you.
The author, who is a former FBI hostage negotiator, included too many hostage stories. These situations where lives are on the line, the negotiator would never split the difference (e.g., you take 2 hostages and I take 2 hostages) and hence, the book title. But for everyday situations (like negotiating with a family member, buying a car, or working with colleagues), the stories aren't that useful and such a perspective on negotiations isn't practical.
I recommend starting with Chapter 9 to understand the types of people in negotiations:
Analyst - methodical and diligent; need time to go over facts and consider the options
Accommodator - builds rapport through a continuous free-flowing exchange of information; not necessarily focused on the desired outcome
Assertive - direct and candid; getting it done quickly is more important than spending more time on getting it done right
Then start from the beginning and practice the skills, including:
Mirror - repeat the last three words (or the critical one to three words) of what someone has just said to draw out more information from the person
Label - validate someone's emotion and fears by acknowledging it (such as "it seems like you feel you're not being appreciated")
Accusation List - list the worst things the counterpart could say about you (such as "you probably think I don't spend enough time on this project") and state the goals (such as "I could trust you to do your part without supervision" and "we all want this project to be successful").
Ask questions, collect information, and consider creative ways to get to your goals (such as non-monetary items - amenities, upgrades, positive reviews, and referrals). There is much more in the book that goes through the nuances of what to say, how to say it, and how to behave. It is a book that you need to read slowly, take notes, and practice the tips before moving on to the next chapter.
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328 people found this helpful
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- Dominique
- 09-14-18
Life Changing
Not many business books have had a profound effect on the way I do business, but this one has changed me and my style of pricing my products and negotiating my services forever.
Without making me become heartless, I feel like this book made me think about things differently and that simple paradigm shift has allowed me to make more money right away.
I had to negotiate a deal the other day and U did so without anxiety or fear.
Unlike so many other business books that waste half the book telling you how great the author is or trying to convince you why you should buy into the concept, this book doesn't waste a minute.
I plan to listen more than once because I am sure there are things I can understand more fully after another listen.
Strong narration by Michael Kramer. ,Amazing content, and more than the title implies, you will learn how to sell, how to negotiate, and how to walk away and feel good about it, knowing that some people just aren't your customers. I learned that meeting people halfway is poison for my business because it turns out that those are really customers who cannot afford to pay my rates in the first place and then later have no respect for what we do because, of course, they didn't pay full price, so why should they?
Since reading/listening to this book less than a month ago, I have gotten full price for deals I would have previously discounted out of fear of losing the deal, and have gotten zero push back from the clients. It was like magic. It just took the guts to try it, which was scary because as a small business owner, it's real money I am playing with.
But it worked, and I have changed. This isn't something they teach in business school, but they should. I'm not kidding about it being life changing. My new favorite book of all time for non-fiction. Bravo, Chris Voss.
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- Zach Slade
- 02-25-18
A Must (and fun...) Listen on Human Interaction!
Really enjoyed this extremely entertaining listen on effective negotiation tactics and human behavior patterns. The content is highly applicable to numerous types of human interaction.
I hardly ever read sales books because so much is either outdated or the same. I’ve found this book to have profound implications applied to selling that certainly act contrary to the “Client is Always Right” garbage that may have worked in the 1980's. This will help you cut through the crap (of any interaction) and ripen conditions for a true win/win to occur. It’s helped me to identify the type of people I truly enjoy working with and helped me to effectively leave the table on those who may not be a good fit. It’ll help you save time through identifying the true motives and negotiation style of the other party.
Chris Voss does an exceptional job of translating extreme life or death scenarios into useful business tools. I read this book thinking he must be oversimplifying, but as I apply these tactics I’m learning he’s probably just this good. His methods are simple, effective, mostly clean, and far less manipulative than some other negotiation material that has left me wanting to shower after reading. The tools he describes that aren’t necessarily 100% clean, such as mislabeling, he does so in a way that will prevent them from being used on you! Regardless, this book has vast applications and is highly relevant to business today.
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- Joe Diablo
- 04-18-19
It Just Works - Seriously
Would it be a crazy idea for a former FBI hostage negotiator to successfully apply their approach in the business world?
I'm getting a lot out of this and I'm currently on my second listen-through, taking notes, and I've got a paperback version on the way. I'm not a negotiator, not in sales, or real estate - but I've already used some of this stuff to smooth over situations at work, and with friends.
Could this approach work on...
your asshole boss
your lazy employees
your flaky girlfriend
your loser boyfriend
you nosy landlord
your deadbeat tenant
some random crazy person?????
Well.. look at it this way. The seeds of this approach came from a suicide hotline, then were adapted to deal with kidnappers and terrorists... total antisocials, killers, rapists, religious freaks. And hell yes it worked. (Think of how Clarice made friends with Hannibal Lecter)
My only complaint is the narrator.
I'm sure he's a lovely narrator, but he ain't no FBI hostage negotiator. He sounds like... a damn narrator.
Would it really be a problem for the author to republish the audio version and narrate it himself?
I've heard the author speak on several YouTube videos, and wow, I'd just much rather it be him.
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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.
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- Laurie Ann Murabito
- 01-21-17
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.
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