What are popular highlights? Research shows that the best way to deal with negativity is to observe it, without reaction and without judgment. Then consciously label each negative feeling and replace it with positive, compassionate, and solution-based thoughts. Highlighted by 29, Kindle readers. The goal is to identify what your counterparts actually need monetarily, emotionally, or otherwise and get them feeling safe enough to talk and talk and talk some more about what they want. Highlighted by 28, Kindle readers. To get real leverage, you have to persuade them that they have something concrete to lose if the deal falls through. Highlighted by 26, Kindle readers. Going too fast is one of the mistakes all negotiators are prone to making.

Highlighted by 24, Kindle readers. Review Former FBI Hostage Negotiator Chris Voss has few equals when it comes to high stakes negotiations. and author of the international bestseller, What Every Body is Saying Chatty and friendly and packed with helpful resources, this is an intriguing approach to business and personal negotiations. From the Back Cover A field-tested, game-changing approach to high-stakes negotiations—whether in the boardroom or at home. Advance praise for Never Split The Difference "This book blew my mind. Pink, bestselling author of To Sell Is Human and Drive "Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. and author of the international bestseller What Every Body Is Saying "Your business--basically your entire life--comes down to your performance in crucial conversations, and these tools will give you the edge you need.

Read more. Brief content visible, double tap to read full content. Full content visible, double tap to read brief content. Page 1 of 1 Start Over Page 1 of 1. Videos for this product Click to play video. Customer Review: An ethical social engineer's guide to getting what you want. About the authors Follow authors to get new release updates, plus improved recommendations. Tahl Raz. See more on the author's page. Discover more of the author’s books, see similar authors, read author blogs and more. Chris Voss. Customer reviews. How customer reviews and ratings work Customer Reviews, including Product Star Ratings help customers to learn more about the product and decide whether it is the right product for them. Learn more how customers reviews work on Amazon. Images in this review. Reviews with images.

See all customer images. Top reviews Most recent Top reviews. Top reviews from the United States. There was a problem filtering reviews right now. Please try again later. Verified Purchase. This is a phenomenal book, written by an author who spent the majority of his 24 years career as the lead international kidnapping negotiator for the FBI and its hostage negotiation representative for the National Security Council’s Hostage Working Group. Apart from trained by the bureau, he was also trained in Scotland Yard and Harvard Law School. But first and foremost, his negotiation techniques come directly from the tried and tested field, from his experience in the deep jungle of Ecuador, to the separatist area of the Philippines, the slumps of Tahiti, to the many occurrences from within the US including bank robberies, a prison coup, and that bomb threat incident that got Washington DC into a lockdown for 48 hours. Indeed, reading this book feels like watching a very intense action movie, with all the detailed, chaotic, and super-tense scenes.

The many real-life lessons in the book also come from business world, board meeting battles, investment negotiations, and the various cases that his students faced, from high stake deals to as menial as asking a salary raise. Constructed the book using these real-life events, the author, Chris Voss, guides us through the negotiation tactics that worked and also the ones that didn’t, which ones became the FBI’s standard practice and which ones were so disastrous they literally cost lives and became the standard of what NOT to do. It is as if we jump directly into these many negotiation situations ourselves and Voss gives us on-the-job training and provides us with the pointers to the live action, which is exhilarating.

And those techniques that became time-tested and have since molded into something near perfection? Voss teaches them all in this book. So what are the negotiation techniques? At its core lies active listening. Using a relaxed and friendly tone or as Voss refer as “midnight FM DJ’s tone” , we first try to establish a rapport early on and listen to what our counterpart actually want, labelling their emotions, and validating their words with the “I see”, “ok”, “uh-huh”, “yes” words. We then use mirroring, effective pauses, and calibrated questions to prompt for more reactions and dig for more information, all of which we eventually paraphrase and summarise to show them that we really understand their point of view, in order to create enough trust and feeling of safety for the real conversation to begin. In between the sequences, Voss teaches us several hacks, such as explaining why getting a “no” early on is important instead of getting two of the three “yes” counterfeit, confirmation, and commitment.

While a non-commitment “yes” can be used to just get away from the situation, a “no” can actually be an initial word to establish a sense of safety, security, and control for our counterpart, an important inner environment to get them relaxed and ready for a fruitful talk. The sequence then proceeds with the objection of getting a “that’s right” from them after we provide the summary, which would confirm where they stand in this negotiation and thus we can get a better measure of our leverages. Voss highlighted that there are 3 different types of leverage that we could identify in the conversation: positive the ability to give people what they want , negative the ability to hurt people , and normative covers the principles and values that our counterpart have.

Apart from leverages, different types of characters can also play a big role in the negotiation process, which Voss categorised into 3: the analyst, the accommodator, and the assertive. And he provides all the necessary tools on how to deal with each different one of them. Of course, the sequence is not rigid and should be fluid depending on the conversation, as we size them up, influence their sizing up on us, while keeping an eye on any potential Black Swans - which are clearly shown in the real-life examples. But none of these tools matter if we cannot control our own emotions, which is a critical part of the interaction. As Voss remark, “[i]f you can’t control your own emotions, how can you expect to influence the emotions of another party? ” Negotiation is something we do every single day, whether we realised it or not, no matter how big or small, whether against a high profile counterpart or just bargaining with your own self.

It serves two distinct but vital life functions - information gathering and behaviour influencing - where each party wants something from the other side. Hence, this book is a vital one to read, perhaps even one of the most important books you’ll ever going to read, due to its direct practicality for every kind of human interaction in any given situation. It is easily the best book that I’ve read this year, and it’s right up there in the list of my favourite of all time. VINE VOICE. Let’s get this clear: You don’t get the life you deserve, you get the life you negotiate. That said, who better to guide you in the best techniques for negotiation than someone who was involved in genuinely high-stakes negotiating – world-class ex-FBI hostage negotiator, Chris Voss. Having seen too many B-Grade movies, your perception of dealing with hostage-takers, as was mine, may be assembling an armour-clad SWAT team, getting a clear head shot at the hostage taker, and rescuing the terrified victims.

After seeing too many incidents end in disaster for the victims, the FBI turned to using very sophisticated negotiation techniques. Most business negotiators are raised on the “Getting to Yes” approach of Fisher and Ury. One of their keys to negotiating is the assumption that the other side is going to “act rationally and selfishly in trying to maximize their position. ” Your task is to get as much as you can. The only people who come close to doing this are those negotiating with other people’s money and who will make an outsized commission irrespective of the outcome. The book’s title, ‘Never Split the Difference’, highlights the deficiencies in this approach. What is splitting the difference in a hostage negotiation? “Negotiation, as you’ll learn it here, is nothing more than communication with results,” Voss explains. The economist Amos Tversky and the psychologist Daniel Kahneman, the founders of the field of behavioural economics, won a Nobel Prize for demonstrating that man is in fact, and even in business, a very irrational beast.

The beauty of the method Voss teaches is how easy it is to grasp the basics, even if it may take years to perfect these techniques. The method Voss describes was developed because it is easy to teach, easy to learn, and easy to execute. It was designed for police officers who weren’t interested in becoming academics or therapists. They simply needed a highly effective way of changing the behaviour of the hostage-taker, and to shift the emotional environment of the crisis just enough so that they can secure the safety of everyone involved. If indeed you don’t get what you deserve, only what you ask for, you have to ask correctly. So, claim your prerogative to ask for what you think is right. The centrepiece of this book, is ‘Tactical Empathy’ and it works. This doesn’t involve agreeing with the other person’s values and beliefs or giving out hugs, that’s sympathy.

Tactical Empathy is contingent on active listening – listening hard and doing so in a relationship-affirming way. Active Listening involves techniques such as Labelling, Mirroring, Accusation Audit, silences and more. I will address only a few. Labelling is repeating your counterpart’s perspective back to them. You will be able to disarm your counterpart’s complaints by repeating them aloud. Labels almost always begin with the same words: It seems like … It looks like… It sounds like … and not “I’m hearing that …” The word “I” gets people’s guard up. There is enough research that indicates that the best way to address negativity is to observe it, without reaction and without judgment.

Then label the negative feeling and replace it with positive, compassionate, and solution-based thoughts. “You seem disappointed that the price you were expecting to achieve is being rejected…” Then listen encouragingly so a solution can be found. There are three voices that are useful in a negotiation, one Voss calls the “late-night, FM DJ voice”: it is non-threating, soft, and calming. Talk that starts with “I’m sorry …” and a soft smile, makes people more open to creative solutions because their brains are not freezing in fear or anger. “Mirroring” is feeding back to your counterpart what they have just said. Not the body language. Not the accent. Not the tone or delivery. Just the words. Sometimes repeating only the last three words or the critical one to three words of what someone has just said, will produce the desired effect.

Your counterpart will inevitably elaborate, and even reveal more information that will further fuel the negotiation. Mirrors work magic. By affirming what you are hearing, you are showing you understand not support or concur with your counterpart’s worldview. “It seems like you want us to let you go. ” Or “It seems like you don’t want to go ahead with the sale under these conditions. ” When they can say to you “That’s right…” you have connected in a meaningful way that will allow for the exploration of other options. If they had said, “You’re right…” more often than not, they are fobbing you off. “I always try to reinforce the message that being right isn’t the key to a successful negotiation—having the right mindset is,” Voss explains. Negotiation is not a battle between opposing forces.

By doing an accusation audit in advance, you can often surface what is their concern upfront and eliminate it. When teaching negotiation, Voss invites students to roleplay. Knowing what is going to bother them, he introduces the process with: “In case you’re worried about volunteering to roleplay with me in front of the class, I want to tell you in advance … it’s going to be horrible… But those of you who do volunteer will probably get more out of this than anyone else. ” The response is always positive. By listing every terrible thing your counterpart could say about you, you can address it, with playful seriousness, and elicit the useful ‘That’s right…’ reponse.

“In the decades since my initiation into the world of high-stakes negotiations, I’ve been struck again and again by how valuable these seemingly simple approaches can be. The ability to get inside the head—and eventually under the skin—of your counterpart depends on these techniques and a willingness to change your approach, based on new evidence, along the way. ” This is a remarkably engaging book, that reads like a novel, complete with reports of Voss’s gripping experiences chosen to highlight what he teaches. This is a must read for anyone whose work involves negotiation. For those who are not so engaged, read it anyway even if your most serious negotiation is your noisy neighbour or getting a seat on a “fully booked” flight. See all reviews. Top reviews from other countries.

One of the reviews i read about this book stated that "this book is such an eye opener"! I tried very hard to enjoy this book, and persevered as much as i could but the writing style is hard to connect with and i found the author to be quite egotistical whilst making outrageous claims backed up with "Trump-esque" back stories eg it was a very very bad situation but i did something really really great probably better than anyone has ever handled a situation like this before blah blah! There is nothing new in this book. I still have no idea how this book could have gotten such great reviews.

Poor examples throughout, very boringly written and page after page became more and more frustrating. This is not an eye-opener! I struggled to keep my eyes open!! I had high hopes for this book waste of money. I've just thrown it into the bin! it works. I have read the book and watched a pile of Chris Voss Youtube videos. It is a harrowing journey that will push Teig beyond endurance and force him to confront the sins of his past. How did a Venice Beach T-shirt vendor become television's most successful producer? How did an entrepreneur who started in a garage create the most iconic product launches in business history? How did a timid pastor's son overcome a paralyzing fear of public speaking to captivate sold-out crowds at Yankee Stadium, twice? How did a human rights attorney earn TED's longest standing ovation, and how did a Facebook executive launch a movement to encourage millions of women to "lean in"? They told brilliant stories.

In The Storyteller's Secret: From TED Speakers to Business Legends, Why Some Ideas Catch on and Others Don't, keynote speaker, bestselling author, and communication expert Carmine Gallo reveals the keys to telling powerful stories that inspire, motivate, educate, build brands, launch movements, and change lives. The New York Times has called a well-told story "a strategic tool with irresistible power" - the proof lies in the success stories of 50 icons, leaders, and legends featured in The Storyteller's Secret: entrepreneurs like Richard Branson, Sara Blakely, Elon Musk, Steve Jobs, and Sheryl Sandberg; spellbinding speakers like Dr. Martin Luther King, Jr. Whether your goal is to educate, fundraise, inspire teams, build an award-winning culture, or to deliver memorable presentations, a story is your most valuable asset and your competitive advantage. In The Storyteller's Secret, Gallo explains why the brain is hardwired to love stories - especially rags-to-riches stories - and how the latest science can help you craft a persuasive narrative that wins hearts and minds.

And since the next decade will see the most change our civilization has ever known, your story will radically transform your business, your life, and the lives of those you touch. Ideas that catch on are wrapped in story. Your story can change the world. Isn't it time you shared yours? From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? When you finish it, you will already have an action plan for your next negotiation.

You will know what to do and why. You will also begin building your own reputation as a negotiation genius. Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

Summary of Never Split the Difference by Chris Voss and Tahl Raz Includes Analysis Preview: Never Split the Difference by Chris Voss and Tahl Raz is a guide to using hostage negotiation techniques in business and personal negotiations. Modern negotiation strategies taught in business school usually center on classic texts that describe negotiation without factoring in emotions or irrational behavior. In reality, all negotiations involve emotional factors and illogical reactions. And in hostage scenarios, "splitting the difference" by accepting the release of half the hostages in exchange of partial fulfillment of demands is never a desired outcome. Hostage takers who feel heard are more likely to trust negotiators to be honest about what they want.

Active listening involves mirroring the other person's speech, speaking in a way that sounds assertive but calming, and not saying anything at all for several seconds between utterances. This slows the conversation down and conveys the impression that the negotiator wishes to understand PLEASE NOTE: This is key takeaways and analysis of the book and NOT the original book. Inside this Instaread Summary of Never Split the Difference by Chris Voss and Tahl Raz Includes Analysis Overview of the Book Important People Key Takeaways Analysis of Key Takeaways About the Author With Instaread, you can get the key takeaways, summary and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience. Visit our website at instaread. This workbook largely exposes you to the amazing world of negotiations and all that it entails. In the book "Never Split The Difference" by Chris Voss, Voss a former international hostage negotiator for the FBI takes us inside the world of high-stakes negotiations.

Revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. This workbook will help you apply the technics from Chris Voss's book. However, this will only happen when you answer the questions from each chapter genuinely. Not only will these questions help you take charge of negotiations in whatever field, responding to them will help you realize that you can do much more than you've always done with negotiations, thereby making you a master in the field. With this, the most remarkable and distinctive points are made available at your fingertips. So, relax and enjoy your workbook. By diligently carrying out the exercises given to you, you are guaranteed seamless wins in your negotiations. Scroll Up and Click The Buy Button To Get Started!! PLEASE NOTE: This is an unofficial and independent workbook for the book "Never Split The Difference" by Chris Voss.

Written by Lite Books. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to "speed-read" people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You'll also learn how your body language can influence what your boss, family, friends, and strangers think of you. Read this book and send your nonverbal intelligence soaring. You will discover: The ancient survival instincts that drive body language Why the face is the least likely place to gauge a person's true feelings What thumbs, feet, and eyelids reveal about moods and motives The most powerful behaviors that reveal our confidence and true sentiments Simple nonverbals that instantly establish trust Simple nonverbals that instantly communicate authority Filled with examples from Navarro's professional experience, this definitive book offers a powerful new way to navigate your world.

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? It will help you deal with tough times, tough people, and tough negotiations. Instead, you can get what you want! Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams.

Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives — both financially and personally.

No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage.

Take a moment to consider how many things you want to learn to do. Research suggests it takes 10, hours to develop a new skill. In this nonstop world when will you ever find that much time and energy? To make matters worse, the early hours of prac­ticing something new are always the most frustrating. In The First 20 Hours, Josh Kaufman offers a systematic approach to rapid skill acquisition— how to learn any new skill as quickly as possible. His method shows you how to deconstruct com­plex skills, maximize productive practice, and remove common learning barriers. Kaufman personally field-tested the meth­ods in this book. The more specific, the better. Deconstruct the skill: Most of the things we think of as skills are actually bundles of smaller subskills. Eliminate barriers to practice: Removing common distractions and unnecessary effort makes it much easier to sit down and focus on deliberate practice.

Whether you want to paint a portrait, launch a start-up, fly an airplane, or juggle flaming chain­saws, The First 20 Hours will help you pick up the basics of any skill in record time. and have more fun along the way. A Wrinkle in Time is the winner of the Newbery Medal. It was a dark and stormy night—Meg Murry, her small brother Charles Wallace, and her mother had come down to the kitchen for a midnight snack when they were upset by the arrival of a most disturbing stranger. Let me sit down for a moment, and then I'll be on my way.

Speaking of ways, by the way, there is such a thing as a tesseract. To tell more would rob the reader of the enjoyment of Miss L'Engle's unusual book. A Wrinkle in Time, winner of the Newbery Medal in , is the story of the adventures in space and time of Meg, Charles Wallace, and Calvin O'Keefe athlete, student, and one of the most popular boys in high school.

Never Split the Difference: Negotiating as if Your Life Depended on It English May 17, ASIN: B01COR1GM2 MP3 64 kbps 8h 7m Author: Chris Voss Narrator: Michael Kramer. A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations — whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. In this practical guide, he shares the nine effective principles — counterintuitive tactics and strategies — you, too, can use to become more persuasive in both your professional and personal lives.

Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion. Skip to content. Click to rate this post! Previous Post The Grand Biocentric Design. Next Post Building a StoryBrand. Popular Posts Sons of the Selenar Dune: The Heir of Caladan Gem Knight Sex Stories for Adults Monster Girl Hunter Naughty Erotic Sex Stories He Who Fights with Monsters The Unplugged Alpha Children of Time Gem Knight 2.

Only, when Teig and his team reach their destination, they find an abandoned town, save one catatonic nine-year-old girl—and a pack of predatory wolves, faster and smarter than any wild animals should be. Tahl Raz is a storyteller of big ideas in business, technology and the social sciences that are transforming the way we work and live. He has held roles as a Chief Content Officer, CEO of an online education company called MyGreenLight, and founder and editor-in-chief of Jewcy Media. If you master the principles taught by Chris Voss, you can strive to get a better salary, cheaper rent and basically turn any condition into your favor. But they're single-minded and very, very hungry. Going too fast is one of the mistakes all negotiators are prone to making.

Categories:

• Files
• Movies
• Games
• Music
• Soft