Never Split the Difference: Negotiating As If Your Life Depended On It
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home.
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and ter...more
I have EXACTLY what you're looking for, but why would I provide it for you? I'm thinking No. Go ahead: tell me. Why would I bother saving your time with an eloquent and thorough review that would Definitely appeal to you and surely help you deci ...more
I'll say as some one with high functioning autism and learning "to b ...more
With the preface, you really believe Voss is the expert in his field (and a humble expert, which is refreshing beyond belief). But you'll also start to realize about 15 pages in that Voss' techniques only work because he lives in a world where everyone is systematically inclined to make men like him happy (either for fear of retribution or b ...more
The author, who is a former FBI hostage negotia ...more
Chris Voss is a former FBI hostage negotiator. If you want to learn how to negotiate, he’s your top teacher. Every chapter in his book is a lesson. Each of them feels like an episode of some crime TV series. Every lesson is based on a real-life example from author’s involvement with hostage negotiations. After the storytelling, Chris explains which negotiating techniques worked and which didn’t ...more
Chris Voss, the author, was a lead FBI hostage negotiator and haggled with terrorists, kidnappers, and a host of other bad dudes for a lot of years. I had an initial concern that Chris would be authoritarian and a tad bit self-enamored when I bought the book. The only reason for this being that most "bargain-like-a- ...more
Voss explains how to negotiate--not just for the FBI, but in any realm of life. So much of his advice sounds completely anti-intuitive. Just as an example, one should not be encouraged by the answer "Yes". It is much better to hear the answer "No". Why? A "Yes" ...more
As I say, the book is v ...more
Having said that, I'm not sure how especially useful his advice is.
Personally, I got much more out of: .
I would also recommend . The author there recognizes that introverts have different strength ...more
A few points I've remembered:
- Every negotiation starts with a "no". If you start with questions leading to "yes" (Do you want to help the world? Do you think we should stop animal abuse? ...), the other party will go into defense mode. By getting them to d ...more
The premise: the FBI's former chief international hostage negotiator (what a job title!) shares what he learned about negotiation throughout his career. These are the lessons the FBI has learned the hard way—those strategies that have been found to work when people's lives depend on it. And these strategies work not only for hostage negotiation, but in the types of negotiations you come across throughout life: asking a boss for a raise, convincing your kids to take out th ...more
and I was right. It is. But not for the sake of arguing for argument's sake. It's funny, but I really liked this book. Any book that has a call to arms like this but keeps a central tenant like "tactical empathy" and "Really, truly listening to someone" isn't crazy.
And besides, it reminds me of the old story of Solomon and ...more
And so begins this surprising book. The author begins the book by relating his experience at a prestigious seminar at Harvard University. Several of the college's top negotiators put him on the spot to see how he would negotiate in a hypothetical hostage negotiation.
The author held his own against the expert negotiators, surprising the professors. How did he do so well? Mr. Voss explains that the methods used by the FBI were developed ...more
I used one of the techniques presented here (if you're asking for money, make the number look as precise as possible to imply that you've thought deeply about what exactly you need) in a small grant application to sequence some seagrasses and the grant was awarded in full, nice! Sadly I can't prove that it was awarded because I used a precise number...
Fun short book from a former hostage negotiation expert turned business consultant. It's a bunch of technique ...more
Or my reality’s simply just been bent by some tricks of Chris Voss. Because this FBI guy is an outstanding negotiator. He has a special passion in negotiating, as we can find while reading this book, some times he was so glad when hearing that someone had been captured as hostage (!)
But having said that, this book truly contains many good advice. And they are also very practical, so I rate this book 5* and recommend it for everyone who is in need of a good book in ...more
The content. The writing style. The summary at the end of each chapter
I make no illusion that I'm going to become a better negotiator just by reading it. It requires re reading (which I'm planning to do) and practice and experience ...more
I still ...more