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Tahl Raz

Chris Voss

Never Split the Difference: Negotiating as if Your Life Depended on It Paperback – Jan. 1 2017

by VOSS/RAZ (Author)

31,871 ratings

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Language

English
Publisher

Random House Uk
Publication date

Jan. 1 2017
Dimensions

12.9 x 1.8 x 19.8 cm
ISBN-10

1847941494
ISBN-13

978-1847941497
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Popular Highlights in this book

What are Popular Highlights?

Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment. Then consciously label each negative feeling and replace it with positive, compassionate, and solution-based thoughts.
Highlighted by 29,698 Kindle readers
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want.
Highlighted by 28,971 Kindle readers
To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through.
Highlighted by 26,994 Kindle readers
Going too fast is one of the mistakes all negotiators are prone to making.
Highlighted by 25,517 Kindle readers

From the Publisher

Product details

Publisher ‏ : ‎ Random House Uk (Jan. 1 2017)
Language ‏ : ‎ English
ISBN-10 ‏ : ‎ 1847941494
ISBN-13 ‏ : ‎ 978-1847941497
Item weight ‏ : ‎ 202 g
Dimensions ‏ : ‎ 12.9 x 1.8 x 19.8 cm

Best Sellers Rank: #189 in Books (See Top 100 in Books)
- #2 in Negotiating Skills (Books)

Customer Reviews:
31,871 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.
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Customer reviews

4.7 out of 5

31,871 global ratings

5 star		81%
4 star		12%
3 star		4%
2 star		1%
1 star		2%

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Top reviews from Canada

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Paul Hewitt

Great book

Reviewed in Canada 🇨🇦 on March 17, 2023

Verified Purchase

Great book, lots of insight and entertaining to read

Reviewed in Canada 🇨🇦 on January 17, 2023

Verified Purchase

Je recommande ce livre pour ceux qui veulent comprendre la négociation sur plusieurs plans de la vie

Helpful

Amazon Customer

Arrived early and in perfect condition

Reviewed in Canada 🇨🇦 on January 15, 2023

Verified Purchase

Product was shrink wrapped to protect it. Arrived quickly and was reasonably priced

One person found this helpful

Helpful

Andrew

Worth Every Dollar

Reviewed in Canada 🇨🇦 on January 10, 2023

Verified Purchase

This Book is too cheap, the info this guy is sharing for that price is crazy!!!!!

One person found this helpful

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Mathieu

Applicable to everyone no matter what

Reviewed in Canada 🇨🇦 on November 29, 2022

Verified Purchase

Primarily a story book. Chapters are composed of bite-sized, easily digestible sections that grip the reader. Through story telling the theory behind negotiating is easily conveyed to the reader. These memorable stories make it easier to practice the principles in your daily life. This book educates us on how to converse with manners. There is no one who will not benefit from reading this book.

4 people found this helpful

Helpful

Al Dobko

Immediately entertaining and applicable

Reviewed in Canada 🇨🇦 on October 11, 2022

Verified Purchase

This book is instantly memorable as soon as you start reading it; the action packed stories grip you right away and there are immediately applicable nuggets throughout the book… I plan to re-read it and possibly take one of his video courses; highly recommended!

3 people found this helpful

Helpful

Elizabeth Juhlin

Stop and buy this book now!

Reviewed in Canada 🇨🇦 on October 6, 2022

Verified Purchase

I listened to the audio book and was so impressed I bought 2 copies. One for me and one for my son. Absolute brilliance in the pages of this book.

One person found this helpful

Helpful

Coach Phil

Best book on inspiring others

Reviewed in Canada 🇨🇦 on November 6, 2022

Verified Purchase

Has helped me communicate better in my personal and professional lives.

3 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!

149 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.

170 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.

146 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.

75 people found this helpful

Unknown

Negotiation is about co-axing not over coming, it is about co-opting and not defeating

Reviewed in India 🇮🇳 on March 24, 2019

Verified Purchase

"Never Split the difference" is an outstanding book on how to negotiate, written by Mr. Chriss Voss an ex-FBI agent. having read a few books on negotiation, this is quite clearly the best. Mr. Voss is well qualified to write such a book given that he has negotiated over release of hostages in a number of parts of the world and on the other side his involvement with academic institutions such as Harvard.

Fundamental message of Mr. Voss is that human beings are emotional and irrational. Decision making is at the end of the say an emotional decision. The historical theories on negotiations are built on human beings rational and both the sides developing "win win" solutions. However, in a hostage crisis, it may not be possible to have a win win outcome. And therefore the title of the book -- never split the difference.

Mr. Voss's negotiation approach is roughly as follows:
1. Listen to the other party carefully. Mr. Voss believes that people wish to be understood and accepted and listening is the best way to do that.
2. Second thing that he emphasises is to spot the emotion in the other party, summarise/ paraphrase what the other person is saying. Summarising may not be by accepting what the other person is saying but by "labelling it". This way the counter party feels safe, understood and develops trust. This makes the other person more open to ideas.
3. People like autonomy and control. Allowing them to say no is often a great way to understand their reservations and also gives them the feeling that they are in control. Understanding their resistance can open up things.
4. Watch out for the phrase "That's right". Human beings like to be understood and positively affirmed. Once that happens, it is possible to get a positive breakthrough.
5. Importance of asking callibrative questions by using words such as "What/ When/ How/ Who". As the author says, this a way of saying no, without saying no and giving the other person the illusion of control.
6. Importance of the parties feeling that they have been accorded "Fair Treatment"
7. Anchoring proposals to get the desired outcome.

At the end, the author emphasises the importance of self control and emotional regulation and using the same tools that are needed in any relationship of understanding the other party, building trust and rapport, making the other party feel our empathy and then getting them to do things that we want them to do.

The real life examples make this a fun and engaging book to read. It is well written and easy to read. I give it my highest recommendation.

3.

103 people found this helpful

See all reviews

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Never Split the Difference: Negotiating as if Your Life Depended on It Paperback – Jan. 1 2017

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About the authors

Tahl Raz

Chris Voss

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