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' head, revealing the skills that helped him and his colleagues succeed where it mattered most: in 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 lives.

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.

Listening Length

8 hours and 7 minutes
Author

Chris Voss
Narrator

Michael Kramer
Audible release date

May 17 2016
Language

English
Publisher

HarperAudio
ASIN

B07286DBMD
Version

Unabridged
Program Type

Audiobook
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Product details

Listening Length	8 hours and 7 minutes
Author	Chris Voss
Narrator	Michael Kramer
Audible.ca Release Date	May 17 2016
Publisher	HarperAudio
Program Type	Audiobook
Version	Unabridged
Language	English
ASIN	B07286DBMD
Best Sellers Rank	#47 in Audible Books & Originals (See Top 100 in Audible Books & Originals) #1 in Negotiating #1 in Career Guides (Books) #1 in Negotiating Skills (Books)

Customer reviews

4.7 out of 5

38,390 global ratings

5 star		80%
4 star		13%
3 star		4%
2 star		1%
1 star		2%

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Amazon Customer

So far so good!

Reviewed in Canada 🇨🇦 on May 4, 2023

Verified Purchase

I am half way through the book and really enjoy the way its written (good stories, examples and interesting). Not like reading your typical "how to" or self improvement book. Really enjoying this one!

One person found this helpful

Helpful

GCW PortMan

ACES

Reviewed in Canada 🇨🇦 on April 25, 2023

Verified Purchase

This is the ultimate -- it's not logic - it's the animal spirits of our emotions, desires, wants and hoped for needs that has to be addressed in any negotiation - so true ! I'm only into the book 25 pages or so though...

One person found this helpful

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Amazon Customer

Gift

Reviewed in Canada 🇨🇦 on April 20, 2023

Verified Purchase

Haven't heard anything back regarding this book that I gifted.

Helpful

Michelle Kahn

Never split the difference

Reviewed in Canada 🇨🇦 on April 30, 2023

Verified Purchase

Brilliant!

Helpful

Giklodia S.

Great book

Reviewed in Canada 🇨🇦 on April 18, 2023

Verified Purchase

To anybody who wants to get better in life

One person found this helpful

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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

Helpful

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.

5 people found this helpful

Helpful

dave jhonson

Très bon livre

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

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!

150 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

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Never Split the Difference: Negotiating as if Your Life Depended on It Audible Audiobook – Unabridged

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