“Never Split the Difference” by Chris Voss is a compelling guide on negotiation tactics drawn from the author’s experience as an FBI hostage negotiator. Voss emphasizes the importance of emotional intelligence and psychological insights in high-stakes negotiations, advocating for strategies that prioritize understanding the counterpart’s perspective. He introduces techniques like tactical empathy and the “accusation audit” to build rapport and defuse tension. The book challenges the conventional wisdom of compromise, arguing that effective negotiation is about creating value and finding creative solutions that satisfy both parties’ needs. With practical anecdotes and actionable advice, Voss equips readers to navigate complex negotiations confidently.
never split the difference
