Why We Love It:

Favorite Quotes:

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.” – Chris Voss

“Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.” – Chris Voss

“If you approach a negotiation thinking the other guy thinks like you, you are wrong. That’s not empathy, that’s a projection.” – Chris Voss

“Mirrors work magic. Repeat the last three words (or the critical one to three words) of what someone has just said. We fear what’s different and are drawn to what’s similar. Mirroring is the art of insinuating similarity, which facilitates bonding. Use mirrors to encourage the other side to empathize and bond with you, keep people talking, buy your side time to regroup, and encourage your counterparts to reveal their strategy.” – Chris Voss

“The positive/playful voice: Should be your default voice. It’s the voice of an easygoing, good-natured person. Your attitude is light and encouraging. The key is to relax and smile while you’re talking.” – Chris Voss

Book Jacket Summary:

Life is a series of negotiations, and negotiation is at the heart of collaboration—whether you are a business executive, a salesperson, a parent , a community leader, or a spouse. As a former FBI hostage negotiator, Chris Voss gives you the tools to be effective in any situation: negotiating a business deal, buying (or selling) a car, negotiating a salary, acquiring a home, renegotiating rent, deliberating with your partner, or communicating with your children. Taking the power of persuasion, empathy, active listening, and intuition to the next level, Never Split the Difference gives you the competitive edge in any difficult conversation or challenging situation. This book is a masterclass in influencing others, no matter the circumstances.

After a stint policing the rough streets of Kansas City, 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 distills the Voss method, revealing the skills that matter most when it comes to achieving your goals in both your professional and personal life.

Step-by-step, Voss show you how to:

• Establish Rapport 
• Create Trust with Tactical Empathy
• Gain the Permission to Persuade 
• Shape What Is Fair 
• Calibrate Questions
• Transform Conflict into Collaboration
• Spot Liars
• Create Breakthroughs by Revealing the Unknown Unknowns

Never Split the Difference is your definitive source for defusing potential crises, winning people over, and achieving your goals at work and at home.