• Summary of Never Split the Difference by Chris Voss and Tahl Raz

  • Includes Analysis
  • By: Instaread
  • Narrated by: Sam Scholl
  • Length: 28 mins
  • 3.7 out of 5 stars (33 ratings)

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Publisher's Summary

Never Split the Difference by Chris Voss and Tahl Raz is a guide to using hostage negotiation techniques in business and personal negotiations.

Modern negotiation strategies taught in business school usually center on classic texts that describe negotiation without factoring in emotions or irrational behavior. In reality, all negotiations involve emotional factors and illogical reactions. And in hostage scenarios, "splitting the difference" by accepting the release of half the hostages in exchange of partial fulfillment of demands is never a desired outcome.

Hostage takers who feel heard are more likely to trust negotiators to be honest about what they want. Active listening involves mirroring the other person's speech, speaking in a way that sounds assertive but calming, and not saying anything at all for several seconds between utterances. This slows the conversation down and conveys the impression that the negotiator wishes to understand.

Please note: This is key takeaways and analysis of the book and not the original book.

©2016 Instaread (P)2016 Instaread

What listeners say about Summary of Never Split the Difference by Chris Voss and Tahl Raz

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A money grab for this author

What a waste of time ...seriously I would be ashamed to out my name on this.

7 people found this helpful

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  • Anonymous User
  • 05-05-17

why would I want a summary of a book

it actually is a summary of the book. I mistakenly thought this was the book. waste of a download

7 people found this helpful

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  • Tanya Stan
  • 01-05-18

Great summary

I have the actual book and needed a quick recap. This one was quite helpful.

5 people found this helpful

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  • lisa
  • 11-03-21

Summary not the book

Mistakenly bought after listening to a sample. This is summary not the book. Waste of a credit!

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  • Tim
  • 10-08-18

Absolute waste of money

Waste of time, just get the actual book. Audible could take note and negotiate a decent rate with Mr Voss