Never Split the Difference: Negotiating As If Your Life Depended on It by Chris Voss (Paperback)

Former FBI lead international hostage negotiator Chris Voss outlines nine field-tested negotiation principles, with applications to business, work, and everyday life. Never Split the Difference by Chris Voss presents the negotiation methods developed during the author's career as the FBI's lead international kidnapping negotiator. The book outlines nine core principles — including tactical empathy, calibrated questions, mirroring, labeling, and the use of the accusation audit — drawn from real cases involving bank robbers, gang leaders, and kidnappers, and adapts them for use in business deals, salary discussions, and personal conversations.

Co-written with journalist Tahl Raz, each chapter combines case studies with concrete techniques readers can apply directly, from setting an anchor in pricing discussions to defusing emotional confrontations and reaching agreement under pressure.

Book details
Author: Chris Voss
ISBN: 9781847941497
Format: Paperback
Publication date: January 2016
Pages: 274
Publisher: Random House Business
Language: English