Never Split the Difference Summary

Summary of Never Split the Difference Book by Chris Voss, Tahl Raz

Name: Never Split the Difference
Rating: 4.8 (33030 reviews)
Author: Chris Voss, Tahl Raz

4.8 . 33030 reviews

Short summary

Do you constantly find yourself in difficult and not so difficult situations that require your negotiation skills, and you have no idea how to go about it? Have there been moments where you ask yourself. “Is this the right thing to say?”, “How do I go about it?” The thing is, with the right approach and the required dedication, you can negotiate your way through almost anything with minimal cost. Chris Voss is a famous American author, a former FBI agent, and a member of the New York City joint terrorist task force. His works have been highly recommended because of the level of experience he pours into them. Tahl Raz is an award-winning journalist who specializes in coaching, consulting and lecturing on several editorial topics. In this book, the co-authors explain in detail, how, when, and why you can negotiate in any situation in the right direction. “Negotiation is a psychological investigation. You can gain a measure of confidence going into such an investigation with a simple preparatory exercise we advise all our clients to do” ~ Chris Voss, Tahl Raz.

18 min

10 key points

12 insights

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Table of content

Summary of Never Split the Difference
About the author
What is Never Split the Difference about?
Who should read Never Split the Difference
Topics in Never Split the Difference

first key point

The art of negotiation is learned through constant practice

Listen the first key point

00:00

When Chris Voss entered the office of Robert Mnookin of the Harvard Negotiation Research Project, he didn’t know he was being put to the test, and when he got to know, he was barely prepared. Mnookin and another Harvard Professor, Gabriella Blum, had decided to roleplay as negotiators who had kidnapped Chris’s son, and they demanded that he pay $1 million or his son dies. Chris wasn’t prepared, but he was focused. Knowing he had little time to think extensively, he asked his negotiators how he was supposed to produce such an amount, and how he’s not sure if his son was still alive. It was a simple tactic, but it succeeded in throwing his negotiators off balance. By asking the same question repeatedly in a different manner, his negotiators were getting frustrated, and Chris knew it was only a matter of time before they gave up.

Negotiation requires tactics that can only be understood through constant practice. One of the tactics is learning. Learning in this form requires studying the negotiator and knowing what he wants, why he wants it, when he wants it, and how he wants it. It’s in knowing how he will react, his patience, his temperament, and his weakness.

In one of her classes on negotiation, Instructor Sheila Heen divided her students into pairs and gave them a task. One person was selling a product, the other person was buying a product, and they both were given different price limits. Chris was paired with a guy named Andy, and together, they both carried out the instruction. At the next class, when the instructor asked how much Chris received for the deal, she discovered that he had collected almost everything Andy had. This was a surprise to the whole class. Chris had learned that by frustrating Andy a little, he could trick him into believing that he had made a good deal. This is the same with almost everybody.

The art of negotiation lies in the belief that humans want to be assured that they are being understood and listened to.

When you listen, the other party believes that you care enough, that whatever they are saying matters to you, and that you are willing to hear them out.

second key point

Becoming an effective negotiator requires mastering certain techniques

Negotiation requires expertise, but most of all, it requires a special set of techniques. In line with these techniques, it is essential to know that assumptions hardly yield good results for any negotiation. Don’t put yourself in a position where the other party feels like they don’t have to tell you anything since you appear to know it all. The purpose of a negotiation is to reach a conclusion that’s as safe and agreeable as possible. Assumption blinds ideas, and it’s a massive deal – breaker for any negotiation. Instead of assumptions, you are advised to go for the hypothesis. Examine the variables and check out all the possible outcomes. Don’t be overconfident and unnecessarily bossy.

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third key point

Finding out the problems and labeling them helps to win a negotiation

fourth key point

An expert negotiator knows the true meanings of “Yes” and “No” and he doesn’t always seek a “Yes”

fifth key point

Learning the power of persuasion and fairness can make a negotiation go your way

sixth key point

Control the negotiation without making it obvious

seventh key point

Overseeing a plan or situation is not enough; you must make sure it is executed to fruition

eighth key point

Knowing the type of negotiator you’re dealing will help you get your price

ninth key point

Always be prepared for the Black Swan

tenth key point

Conclusion

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What is Never Split the Difference about?

In this gripping and insightful book, a former FBI hostage negotiator shares his expertise on negotiation strategies that can be applied to everyday life. Drawing from his intense experiences, the author reveals powerful techniques to effectively communicate, build trust, and influence others. Packed with real-life examples and practical advice, this book is a must-read for anyone looking to master the art of negotiation and achieve better outcomes in both personal and professional situations.

Who should read Never Split the Difference

Business professionals seeking to enhance their negotiation skills.
Law enforcement personnel looking to improve their crisis negotiation tactics.
Individuals interested in mastering effective communication and persuasion techniques.

Topics in Never Split the Difference

Negotiation Business Management Communication Psychology Sales Leadership Conflict Resolution Emotional Intelligence Decision Making Persuasion Problem Solving Critical Thinking Influence Relationship Building Self-Improvement

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