Never Split the Difference: Negotiating As If Your Life Depended On It by Tahl Raz, Chris Voss

Never Split the Difference by Chris Voss and Tahl Raz is a groundbreaking negotiation guide for anyone looking to get ahead in business and everyday life.

The book is based on Chris Voss’s experience as a former FBI hostage negotiator and presents sound negotiation principles from the world of commercial deal making. The book is organized into nine chapters and examines everything from the power of the phrase “No” to the importance of body language.

The book begins by discussing the power of the phrase “No.” Voss explains that when faced with an ultimatum, it’s important to remain quiet and allow the other party to win something in the negotiation so they don’t feel that they “lost” something. As Voss puts it, “No” is a power word because it sends the message that you’re ready to walk away if you can’t agree to a beneficial deal.

In Chapter Two, Voss examines the importance of trust in negotiations. He states that trust is the foundation of any negotiation and it is paramount for negotiators to build trust beforehand. Voss provides advice for doing so, such as using open body language and verbal communication, doing thing like telling stories to build rapport and understanding the other party’s interests.

In the third chapter, Voss and Raz discuss the importance of an open-ended question. Open-ended questions can provide insight into a negotiation and lead to a two-way dialog between the parties. The authors explain how interrogative language can prove beneficial during a negotiation, such as using phrases like “what do you think?” or “Why do you think that?”

The fourth chapter is devoted to active listening and mirrors the first by discussing why it is important to listen more than talk. The authors write that when we talk, we cut off communication and it’s important to truly hear what the other party is saying in order to negotiate better. The book emphasizes the importance of showing the speaker that they are being heard in order to build trust with them.

The fifth chapter, titled “The Mental Aspect of Negotiations,” discusses the importance of staying emotionally composed during negotiations. Voss and Raz provide strategies for maintaining control, such as using nonverbal behaviors, rephrasing statements, and mirroring the speaker’s language.

The sixth chapter of Never Split the Difference focuses on the art of negotiation. Voss and Raz provide advice for becoming a master negotiator, such as exploiting the other party’s weaknesses, providing multiple options, and never negotiating with yourself.

The seventh chapter of the book is devoted to the power of emotions in negotiations. Voss and Raz explain that one of the most powerful tools in negotiations is to voice the emotions of the other party or to tap into a shared emotion between the two sides.

The eighth chapter of Never Split the Difference focuses on how to use the concept of a BATNA, or Best Alternative to a Negotiated Agreement, to your advantage. BATNA is an important concept that can prevent negotiators from making a bad agreement, and Voss and Raz provide advice for developing a strong BATNA strategy.

The book concludes with a ninth chapter that provides an overview of the negotiation process. Voss and Raz provide a framework for the negotiation process and a summary of the tactics and strategies discussed throughout the book.

Never Split the Difference by Chris Voss and Tahl Raz is a groundbreaking negotiation guide that provides invaluable advice for anyone looking to become successful in the art of negotiation. The authors explain all the key elements of negotiation, from trust-building to understanding the power of emotions, in a comprehensive and easy-to-understand way. It is a must read for anyone looking to get ahead in business and everyday life.