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

Includes bibliographical references and index.

1. The new rules

2. Be a mirror

3. Don't feel their pain, label it

4. Beware "yes"- master "no"

5. Trigger the two words that immediately transform any negotiation

6. Bend their reality

7. Create the illusion of control

8. Guaratee execution

9. Bargain hard

10. Find the black swan

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. 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, this book gives you the competitive edge in any discussion.