The Bottom Line
“Life is negotiation,” says Chris Voss, the FBI’s top hostage negotiator for over two decades. Voss shares what he’s learned in the field with kidnappers and terrorists to help readers get what they want from any situation, from business deals to personal relationships.
Chris Voss knows what it means to negotiate as if it’s a matter of life and death. In his career as a kidnapping negotiator for the FBI, he often found himself in high-stakes situations where the wrong move could literally put someone’s life at risk.
Over the years, Voss realized that he could apply the lessons he learned in the field to any number of challenging situations, from parenting to buying a house to negotiating a salary.
Life is a series of negotiations, and Never Split the Difference is your handbook for how to gain a competitive advantage no matter who or what you’re up against.
II. Be a Mirror for Your Counterpart
III. Use Emotion to Establish Trust
IV. “No” Can Be Your Opening to “Yes”
V. Bend Reality to Your Advantage
VI. Work the Numbers
VII. Find Your Black Swan
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