Never Split The Difference: Negotiating As If Your Life Depended On It Paperback – 23 March 2017
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|Paperback, 23 March 2017|| |
Mass Market Paperback
Audio CD, Audiobook, CD, Unabridged
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From the Publisher
Written by former FBI negotiator, Chris Voss
Everything we’ve previously been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It, former FBI lead international kidnapping negotiator Chris Voss and co-author Tahl Raz break down these strategies so that anyone can use them in the workplace, in business, or at home.
Throughout the book, Voss draws on his experiences in truly life-or-death situations to illustrate these techniques, and offers scores of examples of how they translate into our working lives. We spend most of our days at work negotiating for something. Knowing the most successful, crisis-tested approaches to the process will ensure the conversation more frequently goes your way. What sets these strategies apart from other negotiation paradigms—i.e., the standard thinking in negotiations is to approach them as logical and sequential problems to be solved—is the injection of emotional intelligence and empathy into the negotiation process. This was the game-changer for the FBI, Voss writes, and these are the unique skills emphasized in Never Split the Difference.
Voss explains how simple these tools can be, such as your tone of voice, the types of questions you ask the other party, or even how you enter the conversation in the first place. Successfully asking for a raise, a new position, a client concession, or a change to the terms of a contract can all be influenced by the techniques outlined in the book. Voss was part of the generation that revolutionized and refined the FBI’s approach to the process of negotiation. And now he can help readers do the same in their own lives.
About the Author
- Publisher : Random House Business Books (23 March 2017)
- Language : English
- Paperback : 288 pages
- ISBN-10 : 1847941494
- ISBN-13 : 978-1847941497
- Dimensions : 19.8 x 12.9 x 1.74 cm
- Best Sellers Rank: #47 in Books (See Top 100 in Books)
- #1 in Business Negotiating
- #2 in Business Communication & Psychology
- #6 in Psychology & Counseling
- Customer reviews:
Top reviews from United Arab Emirates
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We are in the generation we need to have knowledge to negotiation and tactics to do it.
Easily one of the best purchases I've ever made
The book was in a great condition and arrived wrapped in plastic with contactless delivery, which is very much appreciated during this time
Top reviews from other countries
The poor printing is not the whole book and only on a dozen pages. But still, very disappointing.
Rather than spending your money and time on this book, I would suggest taking a look at Voss's YouTube videos, he says everything in the book in less than 10 min across a few different vids, minus all the war stories, and you get more out of it, because you hear his tone and the way he puts things.
Read the whole thing, was a bit disappointed, promises the world until the last page, but doesn't really deliver.
The book is a great mix of his experiences as a negotiator and simple, very practical tips for all levels of negotiation - from negotiating a real or fake Christmas Tree with your wife to the ultimate negotiation when lives are at stake. Despite what some feedback on amazon that there should be more real life examples of his concepts, theres a certain thrill in reading about real world hostage negotiation from an experienced FBI agent. It seems like Chris is using his real-world examples to make his points. Can't ask for more real world that that!
The book is delivered in a very easy to read format, with a key lessons section for each chapter and some worksheets for practical use towards the end. The books ideas and concepts range from (what some might call popular-phycology) ‘mirroring’ and ‘labeling’ techniques to counter-intuitive negotiation principles such as “Beware YES – Master No”. There is a natural flow to the book that allows the reader to enjoy the content while absorbing the concepts in a step by step manner.
There’s even a practical example of how to ask for a pay rise from your boss.
Finally, I think this book carries some great examples of Emotional Intelligence attributes, such as self-awareness, self-regulation and empathy that are invaluable skills for all to learn.
Great read, recommend to all interested in this genre.
That said, I bought the paperback and am reviewing the exact SKU I bought. It was "Printed and bound by Clays Ltd, St Ives plc" and is published by Random House Business Books. The most recent year on the publication page is 2017.
For most of the book, pages are in order. Here is the page order for chapter 10 in my version: 213, 214, 219, 216, 217, 222, 215, 220, 221, 218, 227, 224, 225, 230, 223, 228, 229, 226, 231, 232... 245 (pages are ordered after 231).