summary ofNever Split the DifferenceBook by Chris Voss

first KEY POINT

Bargain yourself a fortune

Dreaming is a fantastic skill we often use to see ourselves as better, richer, and happier than we are. There are so many comparisons, yet we never get closer to the objects of our desires. We can’t seem to notice the powerful tools that are, quite literally, right under our noses. We have always been able to talk, discuss, and argue, yet we often forget the power of words. Human history has evolved over the last thousands of years thanks to the art of negotiation. But we seem to overlook it, especially in our daily lives.A good speaker is not naturally silver-tongued — they have years of practice and mental stamina behind them and can make their dreams come true by knowing what, when, and how to speak.While a thick curtain may seem to conceal the secret to a perfect bargain, it lies within us. Our natural need to appeal to and connect with others makes us good negotiators. The only skills we need are persistence and observance.

While serving as an FBI hostage negotiator, Chris Voss mastered his skills by diving into the human psyche. He understood the power of empathy and used it to negotiate effectively. From world-known criminals to his students, Voss successfully freed hostages and baffled the entire class. Either way, his approach proves that all people are inherently similar. We all want to be heard and understood. And we also want to satisfy our needs, whether money or a good grade. While morality, in this case, swindles from innocence to hostage keeping, we learn that none of us are non-negotiable.Instead, we can empathize with each other and gain mutual benefit. In a sense, it returns to the roots of communication.