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    Never Split the Difference: Negotiating As If Your Life Depended On It
    Never Split the Difference: Negotiating As If Your Life Depended On It
    Never Split the Difference: Negotiating As If Your Life Depended On It
    Audiobook8 hours

    Never Split the Difference: Negotiating As If Your Life Depended On It

    Written by Chris Voss and Tahl Raz

    Narrated by Michael Kramer

    4.5/5

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    • Negotiation

    • Communication

    • Conflict Resolution

    • Psychology

    • Hostage Negotiation

    • Negotiator

    • Hostage

    • Love Triangle

    • Mentor

    • Hero's Journey

    • Chosen One

    • Found Family

    • Prophecy

    • Sacrifice

    • Underdog

    • Calibrated Questions

    • Power Dynamics

    • Empathy

    • Negotiation Techniques

    • Life Skills

    About this audiobook

    This international bestseller, with more than 3 million copies sold, offers a field-tested approach to high-stakes negotiations—whether in the boardroom, in your community, or at home.

    Life is a series of negotiations, and negotiation is at the heart of collaboration—whether you are a business executive, a salesperson, a parent , a community leader, or a spouse. As a former FBI hostage negotiator, Chris Voss gives you the tools to be effective in any situation: negotiating a business deal, buying (or selling) a car, negotiating a salary, acquiring a home, renegotiating rent, deliberating with your partner, or communicating with your children. Taking the power of persuasion, empathy, active listening, and intuition to the next level, Never Split the Difference gives you the competitive edge in any difficult conversation or challenging situation. This book is a masterclass in influencing others, no matter the circumstances.

    After a stint policing the rough streets of Kansas City, 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 terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference distills the Voss method, revealing the skills that matter most when it comes to achieving your goals in both your professional and personal life.

    Step-by-step, Voss show you how to:

    • Establish Rapport 
    • Create Trust with Tactical Empathy
    • Gain the Permission to Persuade 
    • Shape What Is Fair 
    • Calibrate Questions
    • Transform Conflict into Collaboration
    • Spot Liars
    • Create Breakthroughs by Revealing the Unknown Unknowns

    Never Split the Difference is your definitive source for defusing potential crises, winning people over, and achieving your goals at work and at home.

    Editor's Note

    Get to ‘no’ before ‘yes’…

    As a former hostage negotiator for the FBI, Voss is a master at the art of negotiation. While you may never have to negotiate with someone’s life in the balance, his advice about tactical empathy applies to lower-stakes situations as well.

    LanguageEnglish
    PublisherHarperAudio
    Release dateMay 17, 2016
    ISBN9780062471253
    Author

    Chris Voss

    Chris Voss is one of the preeminent practitioners and professors of negotiation skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. He currently teaches at the University of Southern California’s Marshall School of Business and Georgetown University’s McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University’s Kellogg School of Management.

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    Reviews for Never Split the Difference

    4.5/5

    3,472 ratings234 reviews

    What our readers think

    Readers find this title to be a game changer and a must-read. They praise the book for its insightful and practical approach to negotiation, with clear and actionable takeaways. The author's storytelling and examples are engaging and anchor the concepts well. The narrator is also highly praised for their excellent delivery. Readers appreciate the value and usefulness of the book, with many planning to re-listen and apply the techniques in their lives. Overall, this book is considered a superb resource for learning about navigating conversations and negotiations with empathy.

    What did you think?

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    Review must be at least 10 words

    • 5/5
      Perhaps one of THE best books I've listened to. I dont understand why more emphasis on the art of human interaction and negetiation is not taught young. Had I been working with these skills in my youth ... manuvering throughmy business life would have been much more fun and rewarding.

      1 person found this helpful

    • 4/5
      Good book but there are a lot of non-business related negotiation stories.

      1 person found this helpful

    • 5/5
      I would have to say that this is one of the best books I have read about negotiating/sales. As a business owner, there are plenty of principles that I can put to use when negotiating with my clients or as a buyer trying to get the best price. I love the part about not seeing no as the end of a deal, but embracing a no as an opportunity to figure out what the client is looking for. Try to get to all the no's early. Great advice and an excellent read. Great anecdotes too!

      1 person found this helpful

    • 5/5
      Chris voss and tahl raz did a great job on this one. There couldn't be a deeper understanding on this topic than by a practitioner with high stake situations to lead us down the narrow but interesting world of getting the 'thats right'. The principles remain ever more true in the world of business. Great work

      1 person found this helpful

    • 4/5
      Very useful techniques for everyone to learn. It would making dealing with each other more civilized & it gives one an edge in a negotiation. But ultimately one book is not going to get you there. These are techniques that have to be mastered over years & adapted in a fluid situation which all negotiations are.

      1 person found this helpful

    • 5/5
      Great book. A must read for everybody in business, although you wish not everybody does.

      1 person found this helpful

    • 5/5
      Excellent Book! Very informative and give you a total outlook in negotiationing.
    • 2/5
      Too much stalling, not much saying.
      The book can be wrote in much less content.
    • 5/5
      SUDDENLY I GOT TESTED POSITIVE WITH HERPES! AFTER THAT I TRIED EVERYTHING THAT I COULD POSSIBLY FIND ON THE INTERNET BUT NOTHING WORKED FOR ME…

      The herpes virus can be devastating. These very small outbreaks make a huge impact on your life. Honestly, it’s embarrassing and sometimes it sends you down a spiraling staircase of depressive woes.
      Hi, my name is Emily Myers. I'm 27 years old and right now, my life is perfect. I have the job I want, a boyfriend who loves me, and I am free from herpes thanks for this amazing natural solution. But a few months ago, my life fell apart. It all started when I noticed this burning feeling “down there.” At first, I wasn’t sure what it was. But it kept getting worse. I got these painful blisters that burst open, and the scabs just made it worse. So when I did a little research, I finally saw the truth…My ex-boyfriend gave me herpes. I was furious. I know he didn’t do it on purpose, but he definitely didn’t stop it from happening, either. I felt so betrayed, I called him up and screamed at him for 20 minutes straight. But no amount of screaming was going to fix it. So I went to my doctor, but he couldn’t do very much for me. He said I would just have to learn to live with it.I felt completely defeated. I really hoped I could just go get a pill or a cream and get rid of it, but according to my doctor, there was no solution for herpes. That just sounded crazy to me! How is it possible that in this modern-day, with all the advanced medicine in the world, we can’t fix a simple little virus? I knew my doctor had to be wrong, so I did a little research… and what I found out was incredible. In fact, it was so amazing, I actually couldn’t believe my eyes. But it was absolutely true. There is a solution for herpes… but my doctor didn’t want me to know I know what you’re thinking. Why would my doctor keep this a secret? Well, it’s all explained right here in this video. But I can basically give you the run-down right now, in my own words. You see, the pharmaceutical companies don’t want you to fix your herpes because that means it’s over for them. No more pills. No more doctor’s appointments. No more expensive treatments. If you fix your herpes, you stop being forced to give them hundreds of $$$ every time you get a flare-up… so they simply don’t want you to cure your herpes. Herpes is a difficult virus to kill, but there is a solution. The reason herpes is so hard to kill is that it hides inside a protein called ICP47. ICP47 basically protects the herpes virus from your immune system. That’s why our bodies usually don’t destroy the virus on its own. But some compounds found in natural foods can actually separate the virus from ICP47, making it possible for your body to kill the virus once and for all. And what I thought was really amazing is that you can actually get the supplements and vitamins you need at the supermarket. No more trips to the doctor, and no more embarrassing ointments. They are pretty cheap, too. They cost about just $50, and after just 3 weeks, my herpes was gone forever! But it’s not just me! Over 60,000 people have tried this solution, and they say it was 100% effective. Can you imagine what your life would be like without herpes? No more pain. No more frustration. No more embarrassment. Thanks to this solution, I didn’t have to have an awkward talk with my new boyfriend… and I got the man of my dreams! If you’re curious about how you can destroy your herpes, just email him at dragbonherbalmedicine@gmail.com or visit his website at https://dragbonherbalmedic.wixsite.com/solution-center\ . Over 60,000 Men And Women In 158 Countries Worldwide Have Already Used This Herpes Treatment to Get Rid of Their Herpes Forever And Gain Permanent Clear Skin!
    • 5/5
      One the best books to read or listen to. I highly recommend it
    • 5/5
      Wonderful book! Terms and meanings, already known, approached from a different perspective. You will "learn" how to use simple techniques in your everyday life, not only on negotiations. Selling, communicating and negotiating just got a lot easier.
    • 4/5
      The first chapter is cringe and you should skip it but there is plenty of practical advice and interesting ideas.

      Narration is good. Clear, even tone and volume.
    • 5/5
      Enjoyed the book. Highlights the importance of negotiations in daily life, leveraging principles from negotiations in hostage situations.
    • 5/5
      Very insightful book and I will use all the techniques in this book to negotiate on life
    • 5/5
      The new standard in negotiations and communication. No matter the field, or industry. This is must read!!
    • 5/5
      A Practical, clear, and concise look at navigating tough conversations. Directly applicable to life.
    • 5/5
      I don’t often do reviews, but I felt this one was well worth it. This is the second time I’ve been exposed to Chris Voss‘s work and it’s just career changing!

      CV is an innovator in market sector where so many are parroting.

      The techniques make perfect sense. It is well written, easy to understand and the voice narration is clear.
      It’s refreshing to get so much out of a book!
    • 5/5
      Chris Voss presents his framework for negotiations using numerous practical examples. He focusses more on the fundamental attitude of the negotiator, understanding the needs of the other party and clearly achieving the goal you have set yourself. He incorporates many helpful simple actions that underpin the negotiator's own arguments in a very pragmatic way. The book is good to listen to (many thanks to Michael Kramer) and to read.
    • 5/5
      Such a good book. Highly recommended if u want to learn much more than nego skills but social skills as well
    • 4/5
      Some Notes:
      • FBI's most potent negotiation questions: Open Ended Ones: How (equivalent to saying no)
      • Focus on your counterpart's why not the what.
      • The Framing Effect: people respond to choices depending on how they were framed or presented.
      • Being right is not the key to successful negotiations, having the right mindset is.
      • How to confront and get your way without confrontation:
      o Mirror in a late night FM DJ tone, question format: goal is to "Make me understand."
      • Don't feel their pain. Label it.
      o Tactical Empathy
       Empathy is the ability to recognize the perspective of a counterpart and the vocalization of that recognition.
       Agreeing with the perspective and giving hugs makes it sympathy.
      o Label - "It seems like..." "It looks like..."
      o 3 Types of Yes:
       Counterfeit: Escape Route.
       Confirmation: Innocent, Reflexive response to a black or white.
       Commitment: True agreement that lead to action.
      o Carefronting: assertively but caringly response.
      o Persuade from their perspective, not ours.
      o Is now a bad time to talk?
      o As a negotiator, you should strive for a reputation of being fair.
      o Bend their reality. Offer ballpark figure, lowest / highest your actual expectation.
      o Offer things that are cheap to you but valuable to them and vice versa.
      o The best way to ride a horse is in the direction where it is going.
      o He who has learned himself to disagree without being disagreeable has discovered the most valuable technique on negotiation.
      o Calibrate your questions: What you want is what the other guy wants and you need his help to do it
       Why is almost always accusatory
      • Why did you do it?
      o Try to pretend doing some calculations making you seem to pushing yourself and provide an exact number.
      o The Similarity Principle: We trust people more if they are similar or familiar to us
       Express passion for their goals and their doability
    • 5/5
      This book is a must read. I am a realtor and I picked up a lot of tools for negotiation.
    • 5/5
      Must have book for anyone’s library. Used a technique as I was reading the book and it worked!
    • 5/5
      Amazing book! Loved it. Very practical advice that just makes sense
    • 5/5
      Great book! I’ve gotta read this over and over. It’s truly great
    • 5/5
      the audiobook is very inspiring and useful. I've learn a lot on this, will definitely recommend it!
    • 5/5
      Great book on negotiations. I highly recommend this to everyone.
    • 5/5
      This is a superb book to learn about navigating conversations in any situation with empathy! I am definitely going to re-listen to this several times!
    • 5/5
      My first impression on this book was a little overrated, but when you go through each chapters, you’ll understand why it should be recommended. A lot of people, professional or not will learn and benefit on this. Kudos!
    • 5/5
      Really insightful and worth it. will need to listen to it 2nd and 3rd time to full absorb and internalize the concepts and their usage
    • 5/5
      Very insightful and easy to listen to. The author did a great job reiterating points and offered examples and experiences. The narrator did a fantastic job. He used voice fluctuations and read clearly. Great choice.