Never Split the Difference by Chris Voss

Never Split the Difference

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 ...

Details Never Split the Difference

TitleNever Split the Difference
Release DateMay 17th, 2016
GenreBusiness, Nonfiction, Psychology, Self Help

Reviews Never Split the Difference

  • James Q. Golden
    I'm sorry, but it seems you're looking for a review to help you decide if you Really want to read this book--if it's worth your time--or not. Wondering if somebody would be kind enough to provide you with that one review which would appeal to your tastes.I have EXACTLY what you're looking for, but why would I provide it for you? I'm thinking No. Go ahead: tell me. Why would I bother saving your time with an eloquent and thorough review that would...
  • Pouting Always
    A lot of what affects how much you enjoy these books is, again, how self aware you are or how much consideration you've given to how you talk to people and the best way to get what you want from others. If you already easily have any easy time convincing people, or have thought about it and are self aware of how you behave and talk to others then I don't think any of these things are going to be surprising or helpful but if you haven't ever actua...
  • Mark
    One of the best books I've read over the last few years. In my opinion, the title does NOT do it justice. While this is applicable to negotiating, and the title DOES highlight a critical component, this book is valuable to MANY types of negotiating, even situations that we may not consider to be negotiating... things that happen every day. This borrows heavily from behavioral and neuro science areas to get at the way people work (all of us). It o...
  • Rita Arens
    I actually TOOK NOTES on this book.
  • ScienceOfSuccess
    tl;dr My animated summary of Never Split the Difference is available here: Voss is a former FBI hostage negotiator. If you want to learn how to negotiate, he’s your top teacher. Every chapter in his book is a lesson. Each of them feels like an episode of some crime TV series. Every lesson is based on a real-life example from author’s involvement with hostage negotiations. After the storytelling, Chris explain...
  • Corinna
    Recently, I've snagged a couple interesting titles off the Audible deal-of-the-day. This book popped up and the premise was just so interesting, I had to get it for a couple dollars. Chris Voss, the author, was a lead FBI hostage negotiator and haggled with terrorists, kidnappers, and a host of other bad dudes for a lot of years. I had an initial concern that Chris would be authoritarian and a tad bit self-enamored when I bought the book. The onl...
  • Mario Velarde
    Fantastic book. While I recommend it to everyone, I almost don't want to give away a competitive edge and prefer no one reads it--it's that good!
  • Simon Clark
    A very practical, easy to read book on the various psychological tricks and techniques you can use in persuading people to see things your way. I was recommended to read this with regards to negotiating with brands (making sponsored video content) and it has certainly beefed up my skillset. I've actually already used a bunch of tips from this book outside of formal negotiations, and I can confirm that much as some of the tricks sound unnatural on...
  • Annie
    The book should have been titled "Start at No in Negotiations." Often, a "no" means "wait" or "I'm not comfortable with that." Probe deeper and listen carefully to uncover key information behind the "no" (such as "I want to but I don't have the money now" or "it is actually my spouse, not me, who doesn't agree"). This is a much more effective approach than trying to get the counterpart to say "yes," which the person might say just to get rid of y...
  • Petr Bela
    One of the most useful books I've ever read. Full of great tips, practical examples and surprising points about negotiating (without the other party feeling they've been cheated), which can be used in business, school, or any casual situation.A few points I've remembered:- Every negotiation starts with a "no". If you start with questions leading to "yes" (Do you want to help the world? Do you think we should stop animal abuse? ...), the other par...
  • Christopher Lawson
    “WE’VE GOT YOUR SON. GIVE US ONE MILLION DOLLARS OR HE DIES!"And so begins this surprising book. The author begins the book by relating his experience at a prestigious seminar at Harvard University. Several of the college's top negotiators put him on the spot to see how he would negotiate in a hypothetical hostage negotiation. The author held his own against the expert negotiators, surprising the professors. How did he do so well? Mr. Voss ex...
  • Simon Eskildsen
    What a phenomenal book. Who would've thought we could learn so much from a field that could not be further from our life: hostage negotiation. In the end this is a book about listening. It's a book about making people feel listened to. This is a compilation of secret weapons that works like black magic when put into practise. Read the three first chapters, try it, and I promise you will not be disappointed.
  • Jeff
    This is by far the best book on negotiation I've ever read and newly entered into my top reads list. Never split the difference takes conventional thinking that negotiating is logical, is about "getting to yes" and "splitting the difference" to get achieve a "win-win" situation, then flips that thinking on it's head. The author frames negotiation as two parties working collaborating where the situation is the adversary - what a great way to appro...
  • Philipp
    Update 31 October 2017:I used one of the techniques presented here (if you're asking for money, make the number look as precise as possible to imply that you've thought deeply about what exactly you need) in a small grant application to sequence some seagrasses and the grant was awarded in full, nice! Sadly I can't prove that it was awarded because I used a precise number...Original text:Fun short book from a former hostage negotiation expert tur...
  • Alexander
    While I enjoyed reading the book, I couldn't help realize it was mainly about how to manipulate and use people in order to get your way. No matter how Chris worded his stories, examples, and techniques it all sounded like he is teaching "how to use others for your personal (or business's) gain. I honestly felt dirty reading it as it does teach how to be a horrible person to others while smiling and coming off as a great person. I'll say as some o...
  • Mehrsa
    I was prepared to hate this book and lump it in with the whole useless self-help genre (which begs the question why I keep reading those books), but I actually learned a lot. The book is basically a behavioral psychology approach to negotiations. I was taught all the BATNA and rational negotiations strategies in law school, but all those assumptions were based on rationality and lack of feelings. But we now understand that we are more prone to em...
  • Andrei Savu
    Powerful like a knife or fire. It reads as a description of a military tool that can be used to nurture, drive change and action but also to exploit so many of the biases that plague us as humans in a very effective way. I find some ideas very challenging from an ethical and moral perspective outside of the FBI crisis negotiation realm but that doesn't dimish their power. Definitely worth reading multiple times. Take what you need to improve your...
  • إدريس
    الرائع كريس فوز، عميل الإف بي آي السابق كمفاوض رهائن، وضع في هذا الكتاب خبراته في التفاوض، والكتاب مفيد جداً لكل مجالات الحياة، إبتداءً بالتفاوض في حالات الموت والحياة ومروراً بالعمل والبزنس ثم العلاقات الزوجية، وإنتهاءًَ بالتربية.الكتاب سمعته ...
  • Sreejith Pp
    A very useful book and one who's ideas I plan to test in the near future. I felt there was a lot of common ground with the charisma myth.
  • Andy
    This does not work well as an audiobook because there's a lot of filler and hot air. I agree with the starting premise of the book, i.e. that "Getting to Yes" is more or less useless because people aren't robots: When everybody involved is nice and logical, no one needs help with negotiating. Having said that, I'm not sure how especially useful his advice is. Personally, I got much more out of: . I would also recommend . The author there recogn...
  • Alper Çuğun
    Totally delivers what it promises and then some: a Talebian addition to the literature about negotiation. Good pace and a nice mix of theory, summary and real-world cases that makes this a thrilling read.
  • Rob
    Excellent !!The content. The writing style. The summary at the end of each chapterI make no illusion that I'm going to become a better negotiator just by reading it. It requires re reading (which I'm planning to do) and practice and experience
  • Tomáš
    Nejlepší knížka o vyjednávání, jakou jsem zatím četl. Žádná suchá teorie nebo vykalkulovaná soupiska rad bez šťávy a hloubky. Kdepak. Chris je bývalý šéf vyjednávač FBI a je to znát. Oceňuji přiznané neúspěchy i následné ponaučení. Skvělá je polemika nad klasickými přístupy, například kritika klasické 'Getting to yes', pod kterou se můžu, byť jen jako laik, podepsat. V praxi jsem vyzkoušel pár rad a b...
  • Luboš
    Zajímavá a nad očekávání praktická kniha o vyjednávání. Raději jsem se připravoval, že budu zklamaný, ale zbytečně. Jednu hvězdičku si schovávám, protože to jistě lze napsat ještě o něco lépe, abych si z toho sedl na zadek. Ideální by bylo s praktickým cvičením, ale určitě něco zkusím sám i bez učitele.Nejspíš opravdu popisuje aktuální trendy ve vyjednávání, protože se v mnohém shodoval s tím, co na ...
  • Michiel Berger
    Ik heb hem meteen 2x achter elkaar geluisterd. En ik vertel iedereen er over. Erg interessant en leuk verteld boek over onderhandelingen. Met verrassende inzichten, voor mij althans, zoals dat die hele 'laat mensen meteen ja zeggen, dan zijn ze in een ja-bui' onzin blijkt te zijn. Juist een 'Nee' biedt veiligheid om van daaruit naar de ja te gaan zoeken. En over de manieren waarop je empathie kan opbouwen, en de gedachten van de tegenpartij kan v...
  • Matthew
    This book on negotiating also happens to be the best book on sales I've read in a long, long time. Most folks just skim the surface in their interactions with others, but this book will teach you how to set your ego and fears aside to break through the facades we project. Among other incredible insights, the author reveals techniques to uncover the information that makes a sale happen or not happen (what he refers to as black swans).
  • Pavel Annenkov
    Эта книга поменяла мои многие установки про переговоры. Очень чётко, без воды и множество примеров из практики автора.
  • Grahamshircore
    tried to use it when negotiating for a new car. Epic fail. Will need to spend a bit more time on it.
  • Rafael
    Never Split the difference:Learnings:- Active Listening: listen more than talk.- Mirroring: repeat the 3 important words in the last sentence your counterpart said.- Silences: after saying a proposal, something important or labeling/mirroring try a moment of silence, people feel uncomfortable with it and will keep talking. - Late-Night FM DJ voice: calm and deep.- Tactical Empathy: - Labeling: repeating the persons perspectives and feelings back ...
  • Mikedariano
    Anyone will get something useful from this book. At the start of this old Nintendo (NES) game a player had to choose one of four characters. There was a footman, archer, wizard, and thief (I think). Each character had certain features. The footman was slow but strong. The archer was fast but weak and so on. None were perfect and after I died I always thought that if I only had the speed of the archer and strength of the footman. That idea came up...