Never Split the Difference — Chris Voss
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By Chris Voss with Tahl Raz Voss was the FBI’s lead international kidnapping negotiator, and his starting point is that the standard business-school model of negotiation — rational actors splitting the difference — does not describe how any…
| Age Group | Adult (18+) |
|---|---|
| Author | Chris Voss, Tahl Raz |
| ISBN | 9781473535169 |
| Language | English |
Description
By Chris Voss with Tahl Raz
Voss was the FBI’s lead international kidnapping negotiator, and his starting point is that the standard business-school model of negotiation — rational actors splitting the difference — does not describe how anyone actually decides anything.
What works instead is tactical empathy: mirroring, labelling the other side’s emotions, calibrated questions, and getting to “that’s right” rather than “yes”. Built from cases where the alternative to agreement was somebody dying.
First published 2016
Details
| Author | Chris Voss, Tahl Raz |
|---|---|
| ISBN | 9781473535169 |
| Publisher | Penguin Random House |
