Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss - Non Fiction - Paperback

Details:. Condition: BRAND NEW. Format: Paperback. ISBN: 9781847941497. Publisher: Random House Business Books. Overview. Never Split the Difference is the international bestseller from Chris Voss, a former FBI lead international hostage negotiator, co-written with Tahl Raz. Drawing on real, high-stakes negotiations with kidnappers, bank robbers and terrorists, Voss distils nine field-tested principles that anyone can use to gain the edge in business deals, salary talks, family disputes or everyday bargaining. It's a practical, gripping read that reframes negotiation as a battle of emotional intelligence rather than logic alone.. About the Book. After years policing the streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with some of the most dangerous people on earth. Never Split the Difference takes readers inside that world of high-stakes negotiation, revealing the tactics that helped Voss and his colleagues succeed when lives were on the line. Rather than relying on textbook theories of rational compromise, Voss argues that the best negotiators use empathy, tactical listening and calculated emotional intelligence to shape outcomes in their favour. Chapters cover techniques such as mirroring, labelling emotions, the power of "no", calibrated questions, and how to spot and use "Black Swan" pieces of information that can transform a negotiation. Rooted in real anecdotes from Voss's FBI career and l...