Effective negotiation involves active listening, empathy, and creating win-win scenarios, rather than simply splitting the difference.
In Never Split the Difference, former FBI hostage negotiator Chris Voss reveals powerful techniques and strategies for negotiating effectively in any situation. Drawing on his extensive experience in high-stakes negotiations, Voss explains how to build rapport, uncover hidden information, and diffuse tense situations through active listening and empathetic communication. He also introduces the concept of "tactical empathy," which involves understanding and acknowledging the other party's perspective, even if you don't agree with it. The book is filled with real-world examples and practical advice for anyone looking to become a more effective negotiator.
Title: Never Split the Difference: Negotiating As If Your Life Depended On It
Author: Chris Voss
Publishing year: 2016
Publisher: Harper Business
Length in hours: 8 hours and 7 minutes