I've not yet found any book that can be compared to Never Split the Difference. Why? It's instantly usable like nothing else I've found before. I received a phone call while still only midway through chapter 3 so I decided I would try what I had learned up to that point. I thought "I'm only on chapter 3, and it's my first read through. Without studying notes I'm going to fail, but let's give it a shot." Boy was I wrong! The mirroring technique is flawless, and it's usage is seemingly endless. Labeling emotion is an instant release of tension binding the opposite party. Strategic pauses? Read this book!
Chris Voss is a little full of himself, but does give entertaining advice peppered with lots of engaging stories about hostage situations and everyday negotiations. Many of the techniques -- mirroring, framing, open-ended questions are right out of the psychotherapy playbook and are designed to get information and develop an alliance with the counterpart to align on mutual goals. It is not clear to me that every negotiation is a hostage situation with a winner and a loser but this certainly adds to the repertoire. People should still read Getting to Yes.
(Posted on 2/20/2024)
This is a great book. I watched Chris Voss's Masterclass and this book is a great refresher. I've already implemented several of the strategies that he suggests in business negotiations and here at home with my family. Before each chapter, he takes you threw a real world example and then throughout the chapters, peppers in stories as to how his students applied different techniques. As a result of this book, I landed another client. Great book!
(Posted on 2/10/2024)
Where has this book been for most of my life. This kind of material needs to be taught in high school along with a busness class or econmics class. The information in this book if used properly can be life changing.
Never Split the Difference has been such a helpful resource for me, and I want to share how the book’s tips impact my rating as an instructor. During the workshops that I teach on topics that are difficult for the learners, the classes end with an evaluation of my instruction. Prior to the end of the eight-hour class—about ¾ of the way through—I sit down in front of the class, turn off the projector, and with a pen and paper, I ask the following: “Is there something that you would like for me to change about how I am teaching today that would make your experience better or more comfortable for you? We have enough time for me to go back over any content that you feel I did not present well. Also, after you share your thoughts, I am going to write down any other comments you want me to share with the organization so that they can give me feedback and correct anything you suggest.” In the two years that I have been using this tactic, I have had one learner offer feedback that was specific to the organization’s system rather than to me as an instructor.