Never Split the Difference

Negotiating as if Your Life Depended on It

De: Chris Voss, Tahl Raz

Narrado por: Michael Kramer

This international bestseller, with more than 5 million copies sold, offers a field-tested approach to high-stakes negotiations—whether in the boardroom, in your community, or at home.

Life is a series of negotiations, and negotiation is at the heart of collaboration—whether you are a business executive, a salesperson, a parent , a community leader, or a spouse. As a former FBI hostage negotiator, Chris Voss gives you the tools to be effective in any situation: negotiating a business deal, buying (or selling) a car, negotiating a salary, acquiring a home, renegotiating rent, deliberating with your partner, or communicating with your children. Taking the power of persuasion, empathy, active listening, and intuition to the next level, Never Split the Difference gives you the competitive edge in any difficult conversation or challenging situation. This book is a masterclass in influencing others, no matter the circumstances.

After a stint policing the rough streets of Kansas City, 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 distills the Voss method, revealing the skills that matter most when it comes to achieving your goals in both your professional and personal life.

Step-by-step, Voss show you how to:

• Establish Rapport
• Create Trust with Tactical Empathy
• Gain the Permission to Persuade
• Shape What Is Fair
• Calibrate Questions
• Transform Conflict into Collaboration
• Spot Liars
• Create Breakthroughs by Revealing the Unknown Unknowns

Never Split the Difference is your definitive source for defusing potential crises, winning people over, and achieving your goals at work and at home.

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!

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.

New ideas

This was nice in that it was an easy listen and introduced some concepts that were original and thought provoking. This is not just a rehash of other negotiating books.

The one negative was that his repeated pilfering of Taleb's Black Swan label was a bit awkward - but at least he gives Taleb credit.

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!

An absolute must read!!!!!

In a day and age when we are surrounded by more information faster than we can process it many of us resort to superficial observation of our counterpart often resulting in not deeply hearing and seeing through those around us and missing the mark in how we can influence them to turn to our view. Life is essentially all about how we negotiate be it with our child to get them to eat or sleep or bathe or negotiating with a significant other or in the c suite with CEOs and admin or perhaps in crisis hostage situations or with patients etc. whatever the situation life is a series of negotiations. Chris Voss masterfully shows this eternal truth and how you can get to success in negotiations by using the same sort of psychological tactics that therapists use to get you to change your behavior and how these approaches can work in any situation. Each chapter teaches you new techniques and tools to rewire how you think about your interactions with people to get them to doing what you want. After the basics he ends with the following: how to get to the unknown unknowns and the truth that there are three type of negotiators: the analysts and assertive types and the accommodator types. There is not a normal and an abnormal but rather each person is failing to see how the other thinks Bc they are expecting one to be and think like they do which is how many fail in negotiations. In all, this book is the absolute must read we need to read to understand the psychological basis to turn negotiations in our favor. Half of what he said I learned the hard way before in my life but the other half I never thought about. All of it said more eloquently than I ever could. Love this book and tell all those important to me to read it.

One caveat I will say though. His truths will only work in negotiations if you first become psychologically aware of yourself and others by understanding your own beliefs to become more emotionally regulated. Those who fail to do will miss a lot of important info Bc they are too stuck in the thinking that prevents them from failing to see and hear the truths in this book.