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

Never Split the Difference: Introduction

“Never Split the Difference: Negotiating As If Your Life Depended On It” is a book about negotiation by Chris Voss, a former FBI hostage negotiator. In this book, Voss shares his experience and strategies for successful negotiations in both personal and professional settings. The book is organized into nine chapters, each covering different aspects of the negotiation process.

Never Split the Difference: The New Rules

Never Split the Difference: Negotiating As If Your Life Depended On It the author Voss discusses the old rules of negotiation and why they no longer work. He introduces his new rules of negotiation, which include using empathy, active listening, and tactical empathy.

Never Split the Difference: Be a Mirror

Never Split the Difference, Voss explains the importance of mirroring in negotiation. Mirroring is the technique of repeating back the last few words of what someone has said to you. This technique helps to build rapport and trust with the other party.

Never Split the Difference: Don’t Feel Their Pain, Label It

In this chapter, Voss discusses the importance of labeling the other party’s emotions. By labeling their emotions, you can help them feel heard and understood, which can lead to a more successful negotiation.

Never Split the Difference: Beware “Yes”—Master “No”

In this chapter, Voss explains why “yes” is not always the best answer in negotiation. He introduces the “no” technique, which involves getting the other party to say “no” to something small before asking for what you really want.

Never Split the Difference: Immediately Transform Any Negotiation

In this chapter, Voss explains the importance of using the phrase “how am I supposed to do that?” in negotiation. This phrase can help you to get the other party to come up with a solution to a problem.

Never Split the Difference: Bend Their Reality

In this chapter, Voss discusses the importance of changing the other party’s perception of reality. He explains how to use calibrated questions and framing to get the other party to see things from your perspective.

Never Split the Difference: Create the Illusion of Control

In this chapter of Never Split the Difference, Voss explains how to give the other party the illusion of control in negotiation. By giving them choices, you can help them feel like they are in control, even when you are really the one in control.

Never Split the Difference: Guarantee Execution

In this chapter of Never Split the Difference, Voss discusses the importance of making sure that the other party follows through on their promises. He introduces the idea of the “forced choice” and explains how to use it to ensure that the other party follows through.

Never Split the Difference: Bargain Hard

In this chapter, Voss discusses the importance of bargaining in negotiation. He introduces the idea of the “Ackerman model” and explains how to use it to reach a mutually beneficial agreement.

Never Split the Difference: Conclusion

“Never Split the Difference” is a fantastic book that provides practical advice and strategies for successful negotiation. Voss’s writing is clear and engaging, and his stories and examples help to bring his ideas to life. The book is well-organized and easy to follow, with each chapter building on the previous one.

One of the key strengths of the book is Voss’s emphasis on empathy and active listening. He emphasizes the importance of understanding the other party’s perspective and emotions, and he provides concrete strategies for doing so. His emphasis on building rapport and trust with the other party is particularly helpful, as it can be easy to forget the importance of these factors in the heat of negotiation.