Never Split the Difference by Chris Voss

Never Split the Difference: Negotiating As If Your Life Depended On It" is a book written by Chris Voss, a former FBI hostage negotiator. The book offers valuable insights into high-stakes negotiations, drawing on Voss’s experiences in extreme situations. It teaches techniques that can be applied to both personal and professional negotiations, highlighting the importance of emotional intelligence, active listening, and strategic communication.

Some key principles from the book include:

1. Tactical Empathy: Understanding the emotions and perspective of the other party, which helps to build rapport and trust.
2. Mirroring: Subtly repeating the last few words the other person said to encourage them to elaborate and keep the conversation flowing.
3. Labeling: Acknowledging the emotions of the other person ("It seems like you are frustrated"), which can help defuse tense situations.
4. Accusation Audit: Addressing potential objections or negative assumptions before the other party brings them up.
5. The "Black Swan": Identifying hidden pieces of information that can drastically change the outcome of a negotiation.

Overall, the book emphasizes the importance of preparation, psychological insight, and emotional control during negotiations, making it a valuable resource for anyone looking to improve their negotiating skills.