Ebook Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss Tahl Raz
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Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss Tahl Raz
Ebook Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss Tahl Raz
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Review
Former FBI Hostage Negotiator Chris Voss has few equals when it comes to high stakes negotiations. Whether for your business or your personal life, his techniques work.” (Joe Navarro, FBI Special Agent (Ret.) and author of the international bestseller, What Every Body is Saying.)Chatty and friendly and packed with helpful resources, this is an intriguing approach to business and personal negotiations. (Publishers Weekly)
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From the Back Cover
A field-tested, game-changing approach to high-stakes negotiations—whether in the boardroom or at home.Never Split the Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss’s remarkable career as a hostage negotiator and later as an award-winning teacher in the world’s most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI’s lead international kidnapping negotiator to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids. Never Split the Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life. Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split the Difference gives you the competitive edge in any discussion.Advance praise for Never Split The Difference“This book blew my mind. It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.”—Adam Grant, Wharton Professor and New York Times bestselling author of originals and give and take“Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator—someone who couldn’t take no for an answer—which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want.”—Daniel H. Pink, bestselling author of To Sell Is Human and Drive“Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work.”—Joe Navarro, FBI Special Agent (Ret.) and author of the international bestseller What Every Body Is Saying“Your business—basically your entire life—comes down to your performance in crucial conversations, and these tools will give you the edge you need. . . .It’s required reading for my employees because I use the lessons in this book every single day, and I want them to, too.”—Jason McCarthy, CEO of GORUCK
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Product details
Hardcover: 288 pages
Publisher: HarperBusiness; 1 edition (May 17, 2016)
Language: English
ISBN-10: 0062407805
ISBN-13: 978-0062407801
Product Dimensions:
6 x 1 x 9 inches
Shipping Weight: 15.2 ounces (View shipping rates and policies)
Average Customer Review:
4.8 out of 5 stars
1,959 customer reviews
Amazon Best Sellers Rank:
#910 in Books (See Top 100 in Books)
You may be surprised to find I really do not want to leave a review for this book. The reason why is there is so much anyone could use for negotiation and sales when implemented correctly would make magic happen. I wanted to see what could be offered from someone who had to deal with intangibles like a human life and how to work out a deal to save a person. What you can learn in this book can help you close a deal or save yourself from a bad agreement.As a sales trainer there is so much to learn from this book alone you could change the way you sell immediately. There are items explained that are based upon persuasion strategies that do work well including one or two I would not have thought to use. I will be requiring the people I work with and coach to read this book. My library holds most of the so called greats people love in this field. I get to ride co pilot with salespeople just about every day and see the common mistakes made not just in sales but also in negotiation. Most of the time I am leery about what the authors say since much of what comes out is based on win-win, you will be happy to find this book is not based on a horrible way to work with people.This book is more of the Jim Camp style of Start with no.When you deal with people in the real life you will find “no†is a great answer to get and this is true.There is a theme about keeping calm throughout the conversation with the other person or party, working off a set guide or parameter and asking the right questions a few times in a varying manner.You will find plenty of other gems in this book:The right way to use vocal tone to persuadeMirroring the other persons words to build better rapportAnchoring words or emotions to use to your advantageGetting people to say “that’s right†(and why it is an important saying)The power of the word "fair" so you can close more deals… and that is just the first half of the book.This book is written well and at the end of each chapter there is a breakdown of what you should take away from each section.Do yourself a favor and just buy the book as you will get something from it quickly
My bona fides: I have professionally negotiated for over thirty years. Do it daily. I've taken approximately 20 hours of graduate study in negotiation and conflict resolution. I occasionally lecture on the subject.My rating: This is one of the two best books anyone can read on negotiation. The other is Cialdini's famous, "Influence: The Art and Science of Persuasion." While there are many good books on the subject, I can't think of any others that are as complete and useful as these.Advice: Remember that negotiation is a practice. You will be best aided by these books by taking a chapter at a time and practice the ideas and techniques. Practice them on your family, on your colleagues and on your friends. (Forget pets. Dogs are too obliging and cats too indifferent.)
My guess is around 70% of my purchases are made on Amazon: it's a lot of stuff, both for home and for my company. This is the first item (across all categories) that I've written a review for. I'm compelled because this book has changed my life, and I suspect it can change yours — What do you have to lose by reading it?I thought I’d learned what I needed to know about negotiation. I went to a prestigious business school and took their negotiation class, learning all about Getting Yes, BATNA, and other fancy acronyms. I’d also had to bargain my share in both work and personal life. Yet, I felt like the tools I’d been given were meant for some alternate reality where people are totally dispassionate, rational robots, doing math in their heads to get to logical outcomes. The negotiations I’d been in with were instead with passionate, irrational (including myself) humans, sometimes getting angry or sad, often making decisions that didn’t “make any sense†(to me). I was pretty sure the negotiation outcomes we were getting to were subpar, both for me and for them: a lot of splitting the difference, mostly to make the negotiations — which felt uncomfortable for all parties — stop.Note, when I mean “negotiationâ€, I’m speaking pretty broadly: from “negotiating" with my fiancée on who should walk the dog tonight, to negotiating with an employee on why this feature needed to be built urgently, to negotiating with an angry customer who’d called me angry about something, to negotiating with my parents on wedding plans, the list goes on. Each negotiation tougher and more emotional than the next, yet with tools that told me emotions didn’t matter. Huh?I don’t remember how I came across Never Split the Difference, but man, am I glad I did. The book exposed me to a whole different way of negotiating, questioning the rational toolkit I’d been given in business school and replacing it with a more human set of tools. This set based on psychology and understanding of normal human emotions. It builds on empathy and active listening skills, layers on ways to label emotions and ask open-ended calibrated questions. It includes polite ways to say “no†without offending the other party, and many more. Most importantly it builds a framework that lets you deeply understand what the other party needs, wants, and desires, and work with them to achieve an outcome where you get your goals met — without ever “splitting the difference†again.And it has worked wonders. Since reading this book, I have:- Forged a better relationship with my fiancée by actively listening to her before jointly finding solutions- Negotiated successful resolutions to emotionally charged topics with parents and friends- Brought angry customers — who felt we had failed them — back from the brink to trusting us again- Forged a better relationship with my business partners by understanding how they value time, silence, relationships, surprises, etc…- Gotten discounts on things that I didn’t think could be discounted, just by using my name- Gotten to the front of the waiting line at busy restaurants- Said no to bad deals, because no deal is better than a bad one- the list goes on.I warn you that this book is the start of a rabbit hole that you might want to keep digging down. I’ve recommended this book to anyone who will listen, personally bought it 29 times as a gift for friends & coworkers alike, taken an online class (taught by the author’s son, a brilliant negotiator in his own right), etc...Negotiation, in the broadest sense as described above, is something I want to become an expert in, because I now understand that every conversation is a negotiation. This is likely the most useful skill you can learn and apply.It all started with this book. Are you too busy to read it?
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