If You're Curious About These Questions...
You should listen to this audiobook
- Did you know that the secret to winning any negotiation isn't logic or compromise, but a counterintuitive psychological technique used by FBI hostage negotiators?
- Have you ever wondered why pushing for a 'yes' might actually be ruining your deal, and why the most powerful word in a conversation is actually 'no'?
- What if you could use a specific set of 'calibrated questions' to get exactly what you want while making the other person feel like they’re the one in control?
Listen to Never Split the Difference — Free Audiobook
Key Takeaways from Never Split the Difference
- Understand why people act instinctively and irrationally in everyday negotiations, and discover how to use this knowledge of human nature to your advantage.
- Learn how the simple technique of 'mirroring'—repeating another person’s words—builds instant trust, comforts your counterpart, and encourages them to disclose more information.
- Master the deliberate use of your voice by alternating between an easygoing, playful tone for collaboration and a calm 'late-night FM DJ' voice to safely assert authority.
- Discover how 'tactical empathy' combines emotional intelligence with strategic thinking to help you uncover your counterpart's true feelings and influence their actions.
- Find out how to use 'labeling' to recognize and verbalize the other person's underlying emotions, effectively diffusing negative feelings and keeping the negotiation moving forward.
Learning Tools
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Quiz — Test Your Understanding
Never Split the Difference — Full Chapter Overview
Chapter 1: Recommendation
Chapter 2: Negotiation is part of daily life—and there’s far more to it than logic and intellect.
Chapter 3: Use active listening in daily interactions to strengthen and build trust.
Chapter 4: Emotions and empathy are tools you can employ to build trust.
Chapter 5: Simply say no!
Chapter 6: Do not compromise, don’t yield, and never, ever split the difference.
Chapter 7: Spot the black swan, and turn it to your advantage.
Never Split the Difference Summary & Overview
Never Split the Difference (2016) is your guide to getting what you want. Drawing on FBI strategies, it offers hands-on advice for how to negotiate your way to success – whether it’s in the office, the home, or a hostage standoff.
Who Should Listen to Never Split the Difference?
- Leaders and managers
- Workers in the market for a job or a raise
- Anyone with a spouse, partner, or friend
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