Never split the difference : negotiating as if your life depended on it / Chris Voss with Tahl Raz.

By:

Voss, Christopher, 1942- [author.]

Contributor(s):

Raz, Tahl [author.]

Material type: Text

TextPublisher: New York : HarperBusiness, an imprint of HarperCollins Publishers, [2016]Edition: First editionDescription: viii, 274 pages ; 24 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

ISBN:

9780062407801
0062407805

Subject(s):

Genre/Form:

Additional physical formats: Online version:: Never split the difference.DDC classification:

158.5 VOS 23

LOC classification:

BF637.N4 V67 2016

Other classification:

BUS047000 | BUS007000

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.

Summary: "A negotiation guide from a former FBI Hostage Negotiator"-- Provided by publisher.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 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."--Jacket.

Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Standard Loan	Clonmel Library Main Collection	158.5 VOS (Browse shelf(Opens below))	Available		39002100640250

Enhanced descriptions from Syndetics:

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations--whether in the boardroom or at home.

** A Wall Street Journal Bestseller **

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 became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss's head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles--counterintuitive tactics and strategies--you too can use to become more persuasive in both your professional and personal life.

Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Includes bibliographical references (pages 259-262) and index.

"A negotiation guide from a former FBI Hostage Negotiator"-- Provided by publisher.

"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."--Jacket.

Table of contents provided by Syndetics

Chapter 1 The New Rules: How to Become the Smartest Person...in Any Room (p. 1)
Chapter 2 Be a Mirror: How to Quickly Establish Rapport (p. 23)
Chapter 3 Don't Feel Their Pain, Label It: How to Create Trust with Tactical Empathy (p. 49)
Chapter 4 Beware "Yes"-Master "No": How to Generate Momentum and Make It Safe to Reveal the Real Stakes (p. 74)
Chapter 5 Trigger the Two Words That Immediately Transform Any Negotiation: How to Gain the Permission to Persuade (p. 96)
Chapter 6 Bend Their Reality: How to Shape What Is Fair (p. 113)
Chapter 7 Create the Illusion of Control: How to Calibrate Questions to Transform Conflict into Collaboration (p. 140)
Chapter 8 Guarantee Execution: How to Spot the Liars and Ensure Follow-Through from Everyone Else (p. 162)
Chapter 9 Bargain Hard: How to Get Your Price (p. 188)
Chapter 10 Find the Black Swan: How to Create Breakthroughs by Revealing the Unknown Unknowns (p. 213)
Acknowledgments (p. 247)
Appendix: Prepare a Negotiation One Sheet (p. 251)
Notes (p. 259)
Index (p. 263)