Not many business books have had a profound effect on the way I do business, but this one has changed me and my style of pricing my products and negotiating my services forever.
Without making me become heartless, I feel like this book made me think about things differently and that simple paradigm shift has allowed me to make more money right away.
I had to negotiate a deal the other day and U did so without anxiety or fear.
Unlike so many other business books that waste half the book telling you how great the author is or trying to convince you why you should buy into the concept, this book doesn't waste a minute.
I plan to listen more than once because I am sure there are things I can understand more fully after another listen.
Strong narration by Michael Kramer. ,Amazing content, and more than the title implies, you will learn how to sell, how to negotiate, and how to walk away and feel good about it, knowing that some people just aren't your customers. I learned that meeting people halfway is poison for my business because it turns out that those are really customers who cannot afford to pay my rates in the first place and then later have no respect for what we do because, of course, they didn't pay full price, so why should they?
Since reading/listening to this book less than a month ago, I have gotten full price for deals I would have previously discounted out of fear of losing the deal, and have gotten zero push back from the clients. It was like magic. It just took the guts to try it, which was scary because as a small business owner, it's real money I am playing with.
But it worked, and I have changed. This isn't something they teach in business school, but they should. I'm not kidding about it being life changing. My new favorite book of all time for non-fiction. Bravo, Chris Voss.
Truly groundbreaking work based on results of hostage negotiations--the most important negotiations going.
A book that recognizes that humans are seas of emotions floating boats of logic. And splitting the difference is the last step of a wimp. Alternatively recognizing the human and emotional context of another can assist you to great success.
Great book! I read it three times over. Do cagey, cunning and manipulative people throw you off so badly you can not communicate with them? Have you been accused of being "gullible" frequently? Have you had an "awakening" with a peer or colleague that shape-shifted into a snake? Oh wait, they always were and you did not notice? Do you always take people at face value? If you answered "yes" to any of these, this book will guide you into corners of your mind and introduce you to tools you did not know you had. Tools for dealing with bullies, serial fabricators and people that have full regard for themselves, and zero regards for others. Yes. After reading this book you should be able to sit down at a table with them and bend their reality. You don't have to permit repugnant or revolting people to win over a situation just because you have a problem occupying the same room with them. If you get frustrated with these types, it is because they can seem "impossible" when they are, only because you think you don't have a toolbox to deal with them. Valuable information for high stakes Mediators, Lobbyists, Legislative Negotiators, Activists, Investors, Artists and the Self Governing. A first aid kit for a corner of your mind.
I have never been one to negotiate; I have always been terrified of it whether for my job or in interpersonal situations. This book helped me unearth not only new ways for me to build confidence but also has some incredible negotiation techniques and tips that I had never imagined I would encounter. Worth EVERY penny. I would recommend to you, but I don't want you to know what I now know in case I ever face you. ;) Oh, and outstanding work by the narrator. Kept me engaged the whole time. I couldn't stop listening!
The author highlights the human elements of negotiating - the underlying motivations that are largely ignored. He gives terrific examples using real life scenarios that capture the listener, you'll feel like you are in the moment witnessing the negotiation. Great stories! Michael Kramer performed very well, speaking clearly and inflection was used well. I'd recommend this book to anyone interested in improving their interactions with others. The techniques are useful in business, as well as at home. It's understanding basic human motivations and emotions. Great stuff!
Once you complete the first couple of chapters the book becomes much more interesting. I do like hearing some of the issues the author has dealt with as a hostage negotiator and the lessons learned from his teams mistakes. I also like the lessons he attributes to those who are untrained but he had been mindful enough to pay attention to tactics that would work and find out what the process was that made it work and then employ those tactics. This has great benefit for bargaining deals. I will be using these tactics in various situations but will find it most helpful when buying real estate.
There were a TON of useful and potentially game changing nuggets in this book. Very useful insights into understanding how the other side of the table is thinking during a negotiation.
I will definitely be listening to this one again to help digest the content more and may make a habit of listening on a regular basis to help keep me focused in my negotiating practices.
Only reason I didn't feel I could give a full 5 stars is that I was really hoping for more business applications. But don't let that stop you this is an incredibly valuable book and the time spent with it is well worth it.