Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss with Tahl Raz is a high-stakes negotiation guide based on Voss’s career as the FBI’s lead international kidnapping negotiator. The book argues that conventional negotiation methods—often rooted in logic and compromise—fail because they ignore the emotional and irrational nature of human behaviour. Instead, Voss proposes a field-tested, psychologically-driven approach known as “tactical empathy” to influence outcomes in both business and personal scenarios.
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 the most – when people’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.
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