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Never split the difference : negotiating as if your life depended on it

Author: Christopher Voss; Tahl Raz
Publisher: London : Rh Business Books, 2017. ©2016
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations effective in any situation. 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. Reaching the pinnacle of his profession, he  Read more...
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Genre/Form: Biography
Document Type: Book
All Authors / Contributors: Christopher Voss; Tahl Raz
ISBN: 9781847941480 1847941486 9781847941497 1847941494
OCLC Number: 950893844
Description: viii, 274 pages ; 22 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 the 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:

Takes you inside the world of high-stakes negotiations, revealing the skills that helped Voss and his colleagues succeed when it mattered most. This book shares nine effective principles you too can  Read more...

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"This book blew my mind. It's a riveting read, full of instantly actionable advice - not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home." -- Adam Read more...

 
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