Never Split the Difference

Negotiating As If Your Life Depended On It

Never Split the Difference presents negotiation methods drawn from Chris Voss's career as an FBI hostage negotiator. With co-author Tahl Raz, Voss explains techniques such as tactical empathy, calibrated questions, mirroring, and labeling emotions. The book applies these methods to high-stakes and everyday negotiations in business and personal life. Its central argument is that effective negotiation depends more on understanding and influencing the other party's perspective than on compromise.

by Chris Voss, Tahl Raz

HarperBusiness · First published 2016 · 288 pages