About the Book

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’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: 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 life.

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.

About the Author

Chris Voss is one of the preeminent practitioners and professors of negotiation 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. He currently teaches at the University of Southern California’s Marshall School of Business and Georgetown University’s McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University’s Kellogg School of Management.

About the Reviews

My bona fides: I have professionally negotiated for over thirty years. Do it daily. I've taken approximately 20 hours of graduate study in negotiation and conflict resolution. I occasionally lecture on the subject.

My rating: This is one of the two best books anyone can read on negotiation. The other is Cialdini's famous, "Influence: The Art and Science of Persuasion." While there are many good books on the subject, I can't think of any others that are as complete and useful as these.

Advice: Remember that negotiation is a practice. You will be best aided by these books by taking a chapter at a time and practice the ideas and techniques. Practice them on your family, on your colleagues and on your friends. (Forget pets. Dogs are too obliging and cats too indifferent.)

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This book deserves its many five-star ratings. Like some other reviewers, I've read other books on negotiation and attended a multi-day negotiation training class, but I still learned a great deal from this book -- both specific ideas, and an overall "attitude reset" about negotiation as a human activity. Voss draws from his own experience as a hostage negotiator, but also from the business literature on negotiation, and brings it all together in a very well-organized presentation. With its real-life stories of negotiating with criminals and terrorists, followed by practical business and even consumer cases (like Voss negotiating with a car dealer), the book is fun to read. Highly recommended.

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I bought this book eight months ago, and was so excited to receive it. I read the first chapter, but I guess I got sidetracked and forgot all about the book. This week, I was going to purchase a used car that I had seen on the internet. The car was priced right, but they were adding a $699 doc fee to the price of the car, and the car was only $6K. Something made me think of the book, and I went and got it off the bookshelf. I went to the index in the back of the book and there were a few pages on buying a car. I read them and felt empowered. I went into the dealership the next day, and bought the car for $900 less than their original "Out the door" price that they "just couldn't go down on". I used all the tactics in the few pages I had read. I couldn't believe how the whole deal unfolded just like I had read in the book. It was amazing and I was sooooo proud of myself! Now I am going to read the whole book and learn a whole lot more about dealing with people in every day situations!! I would recommend this book to everyone!!! It just saved me $900, so the $11 investment was more than worth it! I wish I could meet the author in person. I am so impressed with everything in the book!!

Product Info

Paperback: 288 pages
Publisher: VOSS/RAZ (March 23, 2017)
Language: English
Average Customer Review: 4.8 out of 5 stars 1,891 customer reviews

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