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Tahl Raz

Chris Voss

Never Split the Difference: Negotiating as If Your Life Depended on It Audio CD – CD, May 17, 2016

by Chris Voss (Author), Tahl Raz (Author)

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[Read by Michael Kramer]

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 terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss's head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles -- counterintuitive tactics and strategies -- you too can use to become more persuasive in both your professional and personal life.

Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Print length

1 pages
Language

English
Publisher

HarperCollins Publishers and Blackstone Audio
Publication date

May 17, 2016
Dimensions

5.8 x 0.7 x 5.2 inches
ISBN-10

1504735056
ISBN-13

978-1504735056
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Editorial Reviews

About the Author

Chris Voss, a twenty-four-year veteran of the FBI, is one of the preeminent practitioners and professors of negotiating 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 University of Southern California's Marshall School of Business and has taught at many other business schools, including Harvard University, the Sloan School of Management, the Kellogg School of Management, and Georgetown University's McDonough School of Business.

Tahl Raz is an award-winning journalist and coauthor of Never Eat Alone. He coaches executives, lectures widely on the forces transforming the new world of work, and serves as an editorial consultant for several national firms.

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Product details

Publisher ‏ : ‎ HarperCollins Publishers and Blackstone Audio; Unabridged edition (May 17, 2016)
Language ‏ : ‎ English
Audio CD ‏ : ‎ 1 pages
ISBN-10 ‏ : ‎ 1504735056
ISBN-13 ‏ : ‎ 978-1504735056
Item Weight ‏ : ‎ 6.4 ounces
Dimensions ‏ : ‎ 5.8 x 0.7 x 5.2 inches

Best Sellers Rank: #543,720 in Books (See Top 100 in Books)
- #532 in Business Negotiating (Books)
- #2,094 in Books on CD

Customer Reviews:
24,301 ratings

About the authors

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Tahl Raz
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Tahl Raz is a storyteller of big ideas in business, technology and the social sciences that are transforming the way we work and live. An award-winning journalist and best-selling author, he has edited and published in everything from Inc. Magazine and GQ to Harvard Business Review and the Jerusalem Post. Management guru Tom Peters called his first co-authored book, “Never Eat Alone,” one of “the most extraordinary and valuable business books” of recent history. The book is still in hardcover over a decade later and is now used as a textbook in MBA programs around the world. He has held roles as a Chief Content Officer, CEO of an online education company called MyGreenLight, and founder and editor-in-chief of Jewcy Media. He lives in New York City with his wife, daughter, and a very fat Pug named Bibi.
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Chris Voss
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A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating 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. Voss has taught for many business schools, including the University of Southern California’s Marshall School of Business, Georgetown University’s McDonough School of Business, Harvard University, MIT’s Sloan School of Management, and Northwestern University’s Kellogg School of Management, among others.
See more on the author's page

Customer reviews

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4 star		11%
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BM

Chris Voss is an impressive guy, BUT..

Reviewed in the United States on April 27, 2017

Verified Purchase

The book is roughly is 60% war stories, 20% sales pitch for the book and courses and only 20% how to. Starting on the very first page it tries to make you believe Chris's son has been kidnapped, then reveals it's just a scenario at Harvard, which sets the tone early.

Rather than spending your money and time on this book, I would suggest taking a look at Voss's YouTube videos, he says everything in the book in less than 10 min across a few different vids, minus all the war stories, and you get more out of it, because you hear his tone and the way he puts things.

Read the whole thing, was a bit disappointed, promises the world until the last page, but doesn't really deliver.

2,030 people found this helpful

Helpful

Dan Liesener

Careless Printing Cuts Off Pages

Reviewed in the United States on March 24, 2019

Verified Purchase

This book started off as a great, helpful read. Unfortunately, as I started to get deeper in the book, the printing began to cut off major pieces of pages, causing important details to be missing. I am enjoying the book and want to finish reading it, but I don’t want to continue to miss items on pages. I tried to exchange the book for a new one, but Amazon’s return policy will not allow me to do so. It seems unfair that the only way to read the whole book is to purchase another copy.

514 people found this helpful

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Lance

Should be a 5 minute video

Reviewed in the United States on February 27, 2020

Verified Purchase

Imagine this: Let's say you pay a private music teacher $50 for a one hour music lesson. The teacher then spends 15 minutes providing you with instruction, and the other 45 minutes relaying stories and anecdotes of how she came to learn these lessons herself during her long career as a world-class performer.

You would fire the teacher.

This is my least favorite genre of book - the bait and switch non fiction. Expert promises to share expertise with you, then writes a book that is 90% autobiography and 10% useful, actionable information.

233 people found this helpful

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stedlaw

This is one of the two best books anyone can read on negotiation

Reviewed in the United States on May 19, 2016

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My bona fides: I have professionally negotiated for over thirty years. Do it daily. I've taken approximately 20 hours of graduate study in negotiation and conflict resolution. I occasionally lecture on the subject.

My rating: This is one of the two best books anyone can read on negotiation. The other is Cialdini's famous, "Influence: The Art and Science of Persuasion." While there are many good books on the subject, I can't think of any others that are as complete and useful as these.

Advice: Remember that negotiation is a practice. You will be best aided by these books by taking a chapter at a time and practice the ideas and techniques. Practice them on your family, on your colleagues and on your friends. (Forget pets. Dogs are too obliging and cats too indifferent.)

1,993 people found this helpful

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Yan-David Erlich

This book changed my life and could change yours. What is stopping you from reading it?

Reviewed in the United States on August 28, 2016

Verified Purchase

My guess is around 70% of my purchases are made on Amazon: it's a lot of stuff, both for home and for my company. This is the first item (across all categories) that I've written a review for. I'm compelled because this book has changed my life, and I suspect it can change yours — What do you have to lose by reading it?

I thought I’d learned what I needed to know about negotiation. I went to a prestigious business school and took their negotiation class, learning all about Getting Yes, BATNA, and other fancy acronyms. I’d also had to bargain my share in both work and personal life. Yet, I felt like the tools I’d been given were meant for some alternate reality where people are totally dispassionate, rational robots, doing math in their heads to get to logical outcomes. The negotiations I’d been in with were instead with passionate, irrational (including myself) humans, sometimes getting angry or sad, often making decisions that didn’t “make any sense” (to me). I was pretty sure the negotiation outcomes we were getting to were subpar, both for me and for them: a lot of splitting the difference, mostly to make the negotiations — which felt uncomfortable for all parties — stop.

Note, when I mean “negotiation”, I’m speaking pretty broadly: from “negotiating" with my fiancée on who should walk the dog tonight, to negotiating with an employee on why this feature needed to be built urgently, to negotiating with an angry customer who’d called me angry about something, to negotiating with my parents on wedding plans, the list goes on. Each negotiation tougher and more emotional than the next, yet with tools that told me emotions didn’t matter. Huh?

I don’t remember how I came across Never Split the Difference, but man, am I glad I did. The book exposed me to a whole different way of negotiating, questioning the rational toolkit I’d been given in business school and replacing it with a more human set of tools. This set based on psychology and understanding of normal human emotions. It builds on empathy and active listening skills, layers on ways to label emotions and ask open-ended calibrated questions. It includes polite ways to say “no” without offending the other party, and many more. Most importantly it builds a framework that lets you deeply understand what the other party needs, wants, and desires, and work with them to achieve an outcome where you get your goals met — without ever “splitting the difference” again.

And it has worked wonders. Since reading this book, I have:
- Forged a better relationship with my fiancée by actively listening to her before jointly finding solutions
- Negotiated successful resolutions to emotionally charged topics with parents and friends
- Brought angry customers — who felt we had failed them — back from the brink to trusting us again
- Forged a better relationship with my business partners by understanding how they value time, silence, relationships, surprises, etc…
- Gotten discounts on things that I didn’t think could be discounted, just by using my name
- Gotten to the front of the waiting line at busy restaurants
- Said no to bad deals, because no deal is better than a bad one
- the list goes on.

I warn you that this book is the start of a rabbit hole that you might want to keep digging down. I’ve recommended this book to anyone who will listen, personally bought it 29 times as a gift for friends & coworkers alike, taken an online class (taught by the author’s son, a brilliant negotiator in his own right), etc...

Negotiation, in the broadest sense as described above, is something I want to become an expert in, because I now understand that every conversation is a negotiation. This is likely the most useful skill you can learn and apply.

It all started with this book. Are you too busy to read it?

1,135 people found this helpful

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pamela doxey

Just saved $900 at the car dealership by following the steps in this book.

Reviewed in the United States on March 3, 2017

Verified Purchase

I bought this book eight months ago, and was so excited to receive it. I read the first chapter, but I guess I got sidetracked and forgot all about the book. This week, I was going to purchase a used car that I had seen on the internet. The car was priced right, but they were adding a $699 doc fee to the price of the car, and the car was only $6K. Something made me think of the book, and I went and got it off the bookshelf. I went to the index in the back of the book and there were a few pages on buying a car. I read them and felt empowered. I went into the dealership the next day, and bought the car for $900 less than their original "Out the door" price that they "just couldn't go down on". I used all the tactics in the few pages I had read. I couldn't believe how the whole deal unfolded just like I had read in the book. It was amazing and I was sooooo proud of myself! Now I am going to read the whole book and learn a whole lot more about dealing with people in every day situations!! I would recommend this book to everyone!!! It just saved me $900, so the $11 investment was more than worth it! I wish I could meet the author in person. I am so impressed with everything in the book!!

235 people found this helpful

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Top reviews from other countries

M. Turner

Too "American", poor writing style, and terribly simplistic!

Reviewed in the United Kingdom on April 28, 2020

Verified Purchase

One of the reviews i read about this book stated that "this book is such an eye opener"! I tried very hard to enjoy this book, and persevered as much as i could but the writing style is hard to connect with and i found the author to be quite egotistical whilst making outrageous claims backed up with "Trump-esque" back stories eg it was a very very bad situation... but i did something really really great... probably better than anyone has ever handled a situation like this before blah blah! There is nothing new in this book. I still have no idea how this book could have gotten such great reviews. Poor examples throughout, very boringly written and page after page became more and more frustrating. This is not an eye-opener! I struggled to keep my eyes open!!

I had high hopes for this book... waste of money. I've just thrown it into the bin!

120 people found this helpful

Grahame Cossum

Quite simply..it works.

Reviewed in the United Kingdom on February 22, 2018

Verified Purchase

I have read the book and watched a pile of Chris Voss Youtube videos.
This stuff works a treat if, and only if you are willing to put the methods into practice
on a daily basis. I am using it constantly every single day and it has produced amazing results.
As Chris Voss said "everything is a negotiation" and I would agree 100% it's just i've never noticed it before..but i do now.
Try it out for yourself, you will be surprised at how effective it is.
Just be prepared to put in the work required to learn a new skill. I really had to laugh at one of the negative reviews that implied they should
now be a skilled negotiator as if reading the book once worked like some sort of osmosis straight from Chris Voss.
Yeah...get real mate.

161 people found this helpful

Dr Tommy W

Bought book for £4.45. Negotiated a £46,000 discount a few months later, using techniques from the book. Good investment!

Reviewed in the United Kingdom on April 4, 2018

Verified Purchase

Great book. The stories Chris tells helps me to retain the concepts he's putting across and those concepts really do seem to work.

A couple of weeks after starting the book I negotiated a vendor at work from a 'list price' of about £68,000 for some equipment down to about £22,000*, partly by applying techniques from this book. Given that I spent £4.45 on the book, I think it's paid for itself by now.

*Obviously, having read the book my final offer was not a rounded number. Read it yourself, and you'll see what I mean.

135 people found this helpful

Grace

This helped to improve my relationship with my child

Reviewed in the United Kingdom on December 31, 2019

Verified Purchase

I occasionally saw an interview with Chris Voss on YouTube and it mentioned this book, so I decided to get the book. It turned out this probably the best few quid I have spent in a very long time.

I am half way through the book, it took a while to read as I have decided to digest the techniques and to see how effective they are.

I have applied mirroring, showing empathy labelling techniques when I communicating with my daughter and I found I have stopped saying no to her automatically and the relationship has improved since.

69 people found this helpful

R. Barrass

Poor quality printing job. Disappointed.

Reviewed in Canada on March 8, 2020

Verified Purchase

I’m enjoying the book but I’m dismayed by the poor quality of the book with some pages printed in a way that sentences are missing. I’ve never seen this before. See pictures.

The poor printing is not the whole book and only on a dozen pages. But still, very disappointing.

100 people found this helpful

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