Never split the difference : negotiating as if your life depended on it (Book, 2016) [WorldCat.org]
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Never split the difference : negotiating as if your life depended on it

Author: Chris Voss, (Negotiator); Tahl Raz
Publisher: New York : HarperBusiness, an imprint of HarperCollins Publishers, [2016] ©2016
Edition/Format:   Print book : English : First editionView all editions and formats
Summary:
"Never Split The Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator, to teaching negotiation at leading  Read more...
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Genre/Form: Handbooks and manuals
Nonfiction
Additional Physical Format: Online version:
Voss, Christopher, 1942-
Never split the difference.
New York, NY : HarperBusiness, [2016]
(DLC) 2016023794
Document Type: Book
All Authors / Contributors: Chris Voss, (Negotiator); Tahl Raz
ISBN: 9780062407801 0062407805
OCLC Number: 950202672
Description: viii, 274 pages ; 24 cm
Contents: The new rules : how to become the smartest person ... in any room --
Be a mirror : how to quickly establish rapport --
Don't feel their pain, label it : how to create trust with tactical empathy --
Beware "yes", master "no" : how to generate momentum and make it safe to reveal the real stakes --
Trigger the two words that immediately transform any negotiation : how to gain permission to persuade --
Bend their reality : how to shape what is fair --
Create the illusion of control : how to calibrate questions to transform conflict into collaboration --
Guarantee execution : how to spot the liars and ensure follow-through from everyone else --
Bargain hard : how to get your price --
Find the black swan : how to create breakthroughs by revealing the unknown unknowns.
Responsibility: Chris Voss with Tahl Raz.

Abstract:

"Never Split The Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator, to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids. Never Split The Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life. Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split The Difference gives you the competitive edge in any discussion"--Book jacket.

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