Negotiating As If Your Life Depended On It
Everything we’ve previously been taught about negotiation is wrong: you are not rational; there is no such thing as ‘fair’; compromise is the worst thing you can do; the real art of negotiation lies in mastering the intricacies of No, not Yes. These surprising tactics—which radically diverge from conventional negotiating strategy—weren’t cooked up in a classroom, but are the field-tested tools FBI agents used to talk criminals and hostage-takers around the world into (or out of) just about any scenario you can imagine. In NEVER SPLIT THE DIFFERENCE: Negotiating As If Your Life Depended On It, former FBI lead international kidnapping negotiator Chris Voss and co-author Tahl Raz break down these strategies so that anyone can use them in the workplace, in business, or at home.
Throughout the book, Voss draws on his experiences in truly life-or-death situations to illustrate these techniques, and offers scores of examples of how they translate into our working lives. We spend most of our days at work negotiating for something. Knowing the most successful, crisis-tested approaches to the process will ensure the conversation more frequently goes your way. What sets these strategies apart from other negotiation paradigms—i.e., the standard thinking in negotiations is to approach them as logical and sequential problems to be solved—is the injection of emotional intelligence and empathy into the negotiation process. This was the game-changer for the FBI, Voss writes, and these are the unique skills emphasized in Never Split the Difference.
Voss explains how simple these tools can be, such as your tone of voice, the types of questions you ask the other party, or even how you enter the conversation in the first place. Successfully asking for a raise, a new position, a client concession, or a change to the terms of a contract can all be influenced by the techniques outlined in the book. Voss was part of the generation that revolutionized and refined the FBI’s approach to the process of negotiation. And now he can help readers do the same in their own lives.
Never Split the Difference: Beyond the Book is an online course that covers the concepts from the book and takes a deeper dive with updated and brand new approaches. In addition, you will have the ability to practice these techniques in fully interactive role-playing scenarios. With over 8 hours of content, you will develop the skills you need in order to get the best deal possible.
What’s Included:
The New Rules
Heart vs Mind
Life is Negotiation
Be a Mirror
Introduction
The Voice
How to Confront
Summary
Simulation
Don’t Feel Their Pain, Label It
Tactical Empathy
Labeling
Negative and Positive
Accusation Audit
Summary
Simulation
Beware “Yes”, Master “No”
Introduction
“No” Starts it
Persuade in Their World
“No” is protection
Summary
Simulation
Trigger the Two Words That Immediately Transform Any Negotiation
Introduction
“That’s Right”
Using “That’s Right”
Simulation
Bend Their Reality
Don’t Compromise
Deadlines
The F-Word
Emotional Drivers
Get a Better Salary
Summary
Simulation
Create the Illusion of Control
The Other Side
Suspend Unbelief
Calibrate
Summary
Simulation
Guarantee Execution
“Yes” and “How”
Liars, Jerks and Everyone Else
Influence
The 7-38-55%
Turning it Around
Summary
Simulation
Bargain Hard
Introduction
What Type are You
Taking a Punch
Punching Back
Ackerman Bargaining
Simulation
Find the Black Swan
Leverage
Three Types of Leverage
Know Their Religion
Mistakes #1, #2, #3
Overcoming Fear
Final Simulation
Hostage Negotiator-Leadership
Introduction
The Framework
“It’s Not About You”
Ego Authority Failure
Engaging and Defusing with Tactical Empathy
Sequencing and the Human Nature Response
Calibrated Questions and Paraphrasing
Summary
Scenario
