Never Split the Difference - book summary - Negotiating As If Your Life Depended On It

In this episode, we summarize "Never Split the Difference" by Chris Voss, a former FBI hostage negotiator. Voss shares his wealth of experience and insights into the world of high-stakes negotiation, offering practical advice and techniques that can be applied in everyday life. The book introduces the concept of "tactical empathy," emphasizing the importance of understanding the emotions, needs, and perspective of the other party, and using that understanding to influence the negotiation outcome positively. Voss also stresses the importance of active listening, the "accusation audit," and the use of calibrated questions in the negotiation process. Throughout the book, Voss shares a range of practical techniques that can be applied in various negotiation situations, including the "mirroring" technique, the "black swan," and the "ackerman model." He also provides captivating anecdotes from his time as an FBI hostage negotiator, illustrating the effectiveness of his approach and providing valuable lessons in negotiation strategy and tactics. "Never Split the Difference" offers a fresh perspective on the art of negotiation, emphasizing the importance of practice and preparation in honing one's negotiation skills.

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