Publisher Description
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.
Chapters (22)
CHAPTER 1 | THE NEW RULESHow to Become the Smartest Person . . . in Any RoomCHAPTER 2 | BE A MIRRORHow to Quickly Establish RapportCHAPTER 3 | DON’T FEEL THEIR PAIN, LABEL ITHow to Create Trust with Tactical EmpathyCHAPTER 4 | BEWARE “YES”—MASTER “NO”How to Generate Momentum and Make It Safe to Reveal the Real StakesCHAPTER 5 | TRIGGER THE TWO WORDS THAT IMMEDIATELY TRANSFORM ANY NEGOTIATIONHow to Gain the Permission to PersuadeCHAPTER 6 | BEND THEIR REALITYHow to Shape What Is FairCHAPTER 7 | CREATE THE ILLUSION OF CONTROLHow to Calibrate Questions to Transform Conflict into CollaborationCHAPTER 8 | GUARANTEE EXECUTIONHow to Spot the Liars and Ensure Follow-Through from Everyone ElseCHAPTER 9 | BARGAIN HARDHow to Get Your PriceCHAPTER 10 | FIND THE BLACK SWANHow to Create Breakthroughs by Revealing the Unknown Unknowns
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