Never Split the Difference: Negotiating as if Your Life Depended on It

A former FBI hostage negotiator's fiel-tested tools for talking anyone into (or out of) just about anything.

A former FBI hostage negotiator offers a new, field-tested approach to negotiating - effective in any situation.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

You can also find the book in Bulgarian - Без компромис?

The New Rules

• How to Become the Smartest Person... in Any Room

Be a mirror

• How to Quickly Establish Rapport

Don't feel their pain, label it

• How to Create Trust with Tactical Empathy

Beware Yes - Master No

• How to Generate Momentum and Make It Safe to Reveal the Real Stakes

Trigger the two Words that immediately transform any negotiation

• How to Gain the Permission to persuade

Bend their Reality

• How to Shape What is Fair

Create the Illusion of Control

• How to Calibrate Questions to Transform into Collaboration

Guarantee Execution

• How to Spot the Liars and Ensure Follow - Though from Everyone Else

Bargain Hard

• How to Get Your Price

Find the Black Swan

• How to Create Breakthroughs by Revealing the Unknown Unknowns

Acknowledgements
Appendix: Prepare a Negotiation One Sheet
Notes
Index