Never Split the Difference” is a book written by Chris Voss, a former FBI hostage negotiator, that offers practical negotiation strategies for both personal and professional settings. The book draws on Voss’s experiences as a negotiator and presents a set of tools and techniques that can help anyone become a more effective negotiator.
Voss emphasizes the importance of active listening, empathy, and rapport building in negotiations. He argues that negotiators should focus on understanding the other party’s perspective and emotions in order to build trust and reach a mutually beneficial agreement. He also discusses the role of tactical empathy, which involves using empathy to understand the other party’s position and needs, while also using it to influence them towards a desired outcome.
Another key principle in the book is the importance of anchoring, or setting an initial offer or position that can anchor the negotiation in the negotiator’s favor. Voss also discusses the value of using calibrated questions, which are open-ended questions that encourage the other party to share information and reveal their priorities and constraints.
Throughout the book, Voss provides examples of how these principles can be applied in a variety of situations, including business negotiations, salary negotiations, and even personal relationships. The book concludes with a set of negotiation tools and techniques that readers can use to improve their negotiation skills.
Overall, “Never Split the Difference” is a practical and insightful guide to negotiation that is based on real-world experience. It offers a fresh perspective on negotiation that emphasizes empathy and active listening, and provides readers with practical tools and techniques that they can use to become more effective negotiators.
This might be the best book ever written on negotiations. It is a must-read for every transitioning veteran. Highly recommend.
5 out 5