A Joosr Guide to... Never Split the Difference by Chris Voss with Tahl Raz: Negotiating as if Your Life Depended on It

By Joosr

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If you are tired of the same old negotiation manuals, then you have come to the right place. Never Split the Difference reveals pioneering negotiation techniques that have been tried and tested by the FBI-and, while you may not be negotiating a hostage any time soon, these techniques will certainly help you to get what you want.

In Never Split the Difference, your own perception of negotiation will be challenged as you begin to see just how much of the process is led by emotion, irrational thought, and unspoken challenges. Plus, you'll discover how to combat those invisible decision makers working behind the scenes and disarm difficult personalities or "deal killers," all without conflict.

You will learn:

· How to let your listening and observation skills lead you in the right direction

· Why tone of voice and the passing of time are your most valuable tools as a negotiator

· How to steer the conversation, while letting the other person believe that they are in control

· Why "yes" isn't necessarily the answer you're looking for.

• Language: English
• Publisher: Joosr
• Release date: Nov 14, 2016
• ISBN: 9781785675126

Book preview

takeaways

What’s it about?

If you often struggle to get what you want out of life, then it may be time to develop your negotiation skills. This may seem like a strange suggestion if you have become accustomed to thinking of negotiation in business terms. However, negotiation is actually the art of learning how to communicate effectively and get results, which can apply to every part of your life—whether that is closing a business deal, getting a good price for a new car, or persuading your children to go to bed on time.

Typically, people perceive negotiation as a kind of sales strategy that is applied in a logical and mathematical way: if you complete x, y, and z, then you will achieve your goal. This has changed significantly over the years, especially for the FBI, who had to revise their approach to negotiations following grave failures, such as the Downs Hijacking in 1971, which led to a law suit against the FBI for turning a waiting game into a shoot out.

Now the FBI has become more emotionally engaged with the psychological tactics and strategies that they use for hostage situations; they also launched a Critical Incident Resolution Group (CIRG) in 1994. In Never Split the Difference, their top negotiation tips are revealed—techniques