Written by former FBI negotiator, Chris Voss
Everything we’ve previously been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It, former FBI lead international kidnapping negotiator Chris Voss and co-author Tahl Raz break down these strategies so that anyone can use them in the workplace, in business, or at home.
Throughout the book, Voss draws on his experiences in truly life-or-death situations to illustrate these techniques, and offers scores of examples of how they translate into our working lives. We spend most of our days at work negotiating for something. Knowing the most successful, crisis-tested approaches to the process will ensure the conversation more frequently goes your way. What sets these strategies apart from other negotiation paradigms—i.e., the standard thinking in negotiations is to approach them as logical and sequential problems to be solved—is the injection of emotional intelligence and empathy into the negotiation process. This was the game-changer for the FBI, Voss writes, and these are the unique skills emphasized in Never Split the Difference.
Voss explains how simple these tools can be, such as your tone of voice, the types of questions you ask the other party, or even how you enter the conversation in the first place. Successfully asking for a raise, a new position, a client concession, or a change to the terms of a contract can all be influenced by the techniques outlined in the book. Voss was part of the generation that revolutionized and refined the FBI’s approach to the process of negotiation. And now he can help readers do the same in their own lives.
“This book blew my mind. It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.”
“Chris Voss's NEVER SPLIT THE DIFFERENCE is a different kind of business book —one that emphasizes the importance of emotional intelligence without sacrificing deal-making power. It comes from the pen of a former hostage negotiator — someone who couldn't take no for an answer — which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want.”
“Former FBI Hostage Negotiator Chris Voss has few equals when it comes to high stakes negotiations. Whether for your business or your personal life, his techniques work.”
“Your business, basically your entire life, comes down to your performance in crucial conversations, and these tools will give you the edge you need. . . It’s required reading for my employees because I use the lessons in this book every single day, and I want them to, too.“
Written by former hostage negotiator, Derek Gaunt
In this book, a true master of hostage negotiations and interpersonal crisis communications shares cautionary tales, secrets and strategies with leaders who struggle in successfully navigating difficult conversations.
Derek is a negotiations trainer and consultant with the Black Swan Group who has shared the principles of Tactical Empathy with JetBlue, Google, Facebook, Doka, Novartis, Kronos, as well as hundreds of other executives across the globe. With Ego, Authority, Failure, Derek reveals how you can use concepts and principles from the world of hostage to increase your emotional intelligence, keep your ego and authority in check and increase your leadership success.
Drawing on his 29 years of experience as a lieutenant with municipal law enforcement agency and hostage negotiations team commander, Derek provides you with specific communications techniques that will illicit specific response in order to demonstrate Tactical Empathy, establish rapport, gain trust-based influence and change behavior. This book will will change the way you think about communicating one person to another.
"Derek has used negotiation skills to develop leadership skills in managers to empower them to become exceptional leaders. Building this skill will set you apart 'from the pack.'"
"Derek Gaunt's book packs a wallop, delivering the critical elements of hostage negotiation so you can use them to get results where it matters most: in your life. Frank and gritty, over a hundred takeaway tactics that work when the stakes are highest. A must read."
"I work with over 100 tough NYC CEOs and Senior Executives of some of the fastest growing companies. If you're interested in improving your leadership performance, Ego, Authority, Failure is a must read."