Summary of "Never Split the Difference" Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss is a groundbreaking book that reveals the negotiation tactics used by the FBI’s top hostage negotiator. Chris Voss, a former FBI negotiator and founder of The Black Swan Group, brings his vast experience in high-stakes negotiations to teach readers effective strategies for everyday negotiations. Main Concepts: 1. The New Rules of Negotiation - Voss introduces the concept that traditional negotiation tactics often fail in high-stakes scenarios. Instead of aiming for a win-win outcome, effective negotiators should focus on understanding and influencing their counterpart’s emotions and perceptions. 2. Tactical Empathy - Demonstrating empathy is crucial for building rapport and trust. Voss emphasizes the importance of actively listening, understanding the other person’s perspective, and validating their emotions. This helps create a connection and opens ...
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