EssentialInsight Summaries - Summary: Never Split the Difference: Negotiating As If Your Life Depended On It - by Chris Voss

Summary:

Never Split the Difference Negotiating As If Your Life Depended On It

by Chris Voss

Essential Insight Summaries

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Book Abstract

T his summary discusses the issues addressed in the book, Never Split the Difference: Negotiating As If Your Life Depended On It , by Chris Voss with Tahl Raz in a brief and concise manner, delivering the message of the book without any changes to the authors intention. Specifically, this book aims to educate readers regarding the art of negotiation. The author recognizes the need for us to be able to negotiate effectively in order to obtain the most from life. Most of what we want in life pertains to the custody of other people; and unless we are able to convince them to release these things to us, we are likely stranded. Contrary to the previous beliefs and theoretical perceptions about negotiation as a completely rational process, Chris Voss disproves this premise throughout his book and explains the important role of emotions in negotiation.

Accordingly, the negotiation techniques taught in this book are distillates from Chris Voss two-decade career working as an FBI Negotiator. For every tactic discussed in this book, Chris Voss illustrates a fitting case in his FBI profile where this tactic was employed and yielded positive results. He further validates with testimonies from his students who have used these strategies in business and other mundane situations to achieve their goals. Chris Voss concludes this book by stating peoples avoidance of negotiation results from fear of conflict. However, he assuages these fears and helps understand that negotiation does not have to end in conflict; instead, if done properly, the principles of tactical empathy discussed in this book can facilitate negotiation. Learning to negotiate is a crucial skill for our success in life; hence, it is a necessity for every human being.

About The Author

C hris Voss was a renowned specialist international negotiator in the FBI before he retired. However, since his discovery of the need to equip people with negotiation skills, he has been deeply committed to teaching and helping people gain mastery of negotiation practices. Chris Voss is one of the preeminent practitioners and influential professors of negotiating skills in the world. He currently teaches at both the University of Southern Californias Marshall School of Business and Georgetown Universitys McDonough School of Business. Chris has lectured at many other acclaimed universities, including Harvard Law School, the Sloan School of Management, and the Kellogg School of Management. He lives in Los Angeles, California.

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A t Essential Insight Summaries, we pride ourselves in providing key points in life-changing books in the shortest amount of time. Our summaries focus on bringing vital information that enhances your knowledge and understanding, in a specific subject matter. We focus on the essentials, to ensure you maximize knowledge in the shortest possible time.

This comprehensive summary is based on Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss with Tahl Raz and does not share any affiliation with the author or original work in any way or form. The summary does not utilize any text from the original work. We want our readers to use this summary as a study companion to the original book, and not as a substitute.

Chapter 1: The New Rules

C hris Voss opens this book by describing his first encounter with two highly decorated Harvard Law School Negotiating Professors renowned for their extensive knowledge and research in the field of negotiation theories. As an FBI agent, Voss was supposed to know next to little about negotiation compared to these Harvard professors. However, shortly after undergoing an impromptu negotiation test, he discovered that he may have really impressed these professors despite Voss lack of formal education in the act of negotiation. In fact, he was able to defeat the purpose of these professors test with the use of what he calls calibrated questions, one of the most effective tools used by the FBI in negotiating with their opponents.