Never Split the Difference by Chris Voss teaches powerful negotiation skills based on his career as an FBI hostage negotiator.
Voss shows that negotiation is not about winning arguments or meeting halfway, it’s about understanding emotions, building trust, and guiding conversations to create the best outcomes.
He introduces strategies like tactical empathy, mirroring, and calibrated questions to help people connect deeply and influence decisions.
The book explains how these techniques apply beyond hostage situations, in business deals, salary talks, and personal relationships.
Voss argues that compromise, or “splitting the difference,” often leaves value on the table.
Instead, successful negotiators focus on uncovering what the other side wants and shaping solutions around it.
By mastering these methods, readers can gain confidence, close better deals, and strengthen communication in everyday life.
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