Your career, finances, reputation, love life, even the fate of your kids - at some point all hinge on your ability to negotiate.
Chris Voss spent more than two decades at the FBI, including 15 years negotiating hostage situations from New York to the Philippines and the Middle East. At any time there are 10,000 people in the FBI, but only one lead international kidnapping negotiator.
Soon he discovered these skills from the FBI worked everywhere. It turned out that the approach to negotiation held the keys to unlock profitable human interactions in every domain and every interaction and relationship in life. This book is how it works.
We've already reviewed Getting to Yes by Roger Fisher and William Ury, a ground-breaking book that had a step by step logical negotiation procedure for a win-win outcome. But if you've been listening for a while, you'd know that human beings aren't logical or rational. Feeling is a form of thinking.
Conducting negotiations based on logical concepts without the tools to read, understand and manipulate the emotional underpinning is like trying to make an omelet without first knowing how to crack an egg.
Never Split The Difference gives tips that will help you negotiate with the irrational Fast Thinking part of the brain.
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