Never Split the Difference

Negotiating as if your life depended on it

Christopher Voss, Tahl Raz

Publisher: Random House, 2016, 2774 pages

ISBN: 978-1-8477-94149-7

Keywords: Sales

Last modified: Aug. 22, 2021, 7:32 p.m.

A former FBI hostage negotiator offers a new, field-tested approach to negotiating — effective in any situation.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered most — when peoples's lives were at stake.

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

  1. The New Rules
    How to Become the Smartest Person… in Any Room
  2. Be a Mirror
    How to Quickly Establish Rapport
  3. Don't Feel Their Pain, Label It
    How to Create Trust with Tactical Empathy
  4. Beware "Yes" — Master "No"
    How to Generate Momentum and Make It Safe to Reveal the Real Stakes
  5. Trigger the Two Words That Immediately Transforms Any Negotiation
    How to Gain the Permission to Persuade
  6. Behind Their Reality
    How to Shape What Is Fair
  7. Create the Illusion of Control
    How to Calibrate Questions to Transform Conflict into Collaboration
  8. Guarantee Execution
    How to Spot the Liars and Ensure Follow-Through from Everyone Else
  9. Bargain Hard
    How to Get Your Price
  10. Find the Black Swan
    How to Create Breakthroughs by Revealing the Unknown Unknowns