Never Split the Difference

Chris Voss

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Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss is a non-fiction book that delves into the art of negotiation from the perspective of a former FBI hostage negotiator. Voss shares his experience using high-stakes negotiation tactics, emphasizing the psychological aspect of human interaction. The book introduces concepts like "tactical empathy," which focuses on understanding the emotions of the counterpart to gain an advantage in negotiations. Drawing on real-life hostage situations, Voss applies these techniques to everyday business and personal scenarios, offering readers a new way to approach difficult conversations.

The author’s storytelling is engaging, mixing anecdotes from his FBI career with practical advice and actionable strategies. Voss stresses that the traditional idea of compromise—“splitting the difference”—can often lead to suboptimal results. Instead, he encourages readers to think more strategically and approach each negotiation with the mindset of a skilled negotiator. Through methods like mirroring, labeling, and calibrated questions, Never Split the Difference teaches how to influence and persuade effectively, making it a valuable resource for anyone looking to improve their negotiation skills.