Never Split the Difference: Negotiating as if Your Life Depended on It

A former FBI hostage negotiator's fiel-tested tools for talking anyone into (or out of) just about anything.

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.

The New Rules

• How to Become the Smartest Person... in Any Room

Be a mirror

• How to Quickly Establish Rapport

Don't feel their pain, label it

• How to Create Trust with Tactical Empathy

Beware Yes - Master No

• How to Generate Momentum and Make It Safe to Reveal the Real Stakes

Trigger the two Words that immediately transform any negotiation

• How to Gain the Permission to persuade

Bend their Reality

• How to Shape What is Fair

Create the Illusion of Control

• How to Calibrate Questions to Transform into Collaboration

Guarantee Execution

• How to Spot the Liars and Ensure Follow - Though from Everyone Else

Bargain Hard

• How to Get Your Price

Find the Black Swan

• How to Create Breakthroughs by Revealing the Unknown Unknowns

Acknowledgements
Appendix: Prepare a Negotiation One Sheet
Notes
Index