LIFE AND DEATH
- benjthompson1
- Dec 29, 2024
- 3 min read
Negotiating Chris Voss Style
A book review of former FBI chief international negotiator Chris Voss' 2022 (with Tahl Raz) paperback book Never Split The Difference - Negotiating as if your life depended on it.
Never Split the Difference: Negotiating As If Your Life Depended On It is a mind blowing and hard hitting book by authored by none other than Chris Voss, a former FBI head international hostage negotiator. If it was going to blow or shoot up in the most dramatic of ways - then Chris was your man for the job. Voss is now a private consultant and director of The Black Swan Group and lecturers in negotiating skills at a number of top American universities including Harvard and MIT. In this book, Voss takes readers on a perilous journey through the high-stakes world of international and domestic terrorist hostage negotiations and translates his experiences into practical, everyday negotiation strategies you could use at home, work, school or just about anywhere.
The central theme of the book is that traditional negotiation tactics taught at university and training camps across the world, often based on compromise and mutual agreement, are not as effective as tactical empathy and psychological techniques. Voss introduces concepts like the "accusation audit," mirroring, labelling and the power of "no" without actually saying the word to demonstrate how understanding and leveraging the hostage takers own human psychology and cognitive states against them can lead to successful negotiations and saved lives. One of the main standout aspects of Never Split the Difference is Voss's ability to weave real-life anecdotes from his career with actionable advice that works. This not only makes the book a really engaging read but provides readers with a clear understanding of how to apply these psychological techniques in various situations, from business deals to personal and family interactions.
Voss's writing is direct, carefully constructed and approachable - just like his negotiating tactics, making complex psychological principles accessible to readers without needing a degree in negotiation or psychology to understand it. Each chapter is packed with practical his tips and strategies that can be implemented immediately, making it a valuable resource for anyone looking to improve their negotiation skills. For example, on pages 92 to 95 Chris introduces us to is one line "email magic" - "Have you given up on this project?". So if are having problems getting a response from a business or individual whether it is in response to a job, purchase, contract negotiation or family problem - it is guaranteed to work - and it does! I tried it myself with a problem I am having with my employer who has unprofessionally been ignoring my emails and within an hour of sending the one line magic, I had had a response within an hour of sending it and on a weekend!!
Overall, this 274 page marvel - Never Split the Difference is an essential read for anyone who wants to become a more effective negotiator or just wants to get more out of life. Voss's insights and methods challenge conventional the conventional wisdom and provide a fresh and unique perspective on how to achieve better outcomes in your life. The book is both informative and entertaining, making it a must-have for professionals, entrepreneurs, and anyone interested in the art of negotiation.
This book review examined the 2022 edition of Chris Voss (with Tahl Raz) in Never Split the Difference - Negotiating as if your life depended on it. Published by Penguin Random House UK books. ISBN: 978-1-847-94149-7. RRP £10.99. Non-Fiction. Available from all good book stores in the High Street and Online.
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