- 9,49 €
THE HUGE INTERNATIONAL BESTSELLER
A former FBI hostage negotiator offers a field-tested approach to negotiating - effective in any situation.
'Riveting' Adam Grant
'Stupendous' The Week
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.
Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.
PRAISE FOR NEVER SPLIT THE DIFFERENCE
'Such a great book that is relevant to more than just FBI negotiations: it's relevant to my relationship with my partner, to my business, to everything in between.' Steven Bartlett, entrepreneur and host of the Diary of a CEO podcast
'It's rare that a book is so gripping and entertaining while still being actionable and applicable.' Inc.
'A business book you won't be able to put down.' Fortune
Voss writes that "kidnappers are just businessmen trying to get the best price," and he should know; before founding a consulting firm, the Black Swan Group, he spent over two decades as an FBI hostage negotiator. While taking an executive negotiating course at Harvard, he realized that his hostage-saving techniques were well suited to the business world. Voss, who believes that "life is negotiation," has set out to help readers get what they want out of any given situation, without harming the other parties. Along with telling stories of his time in the FBI, he guides readers through key lessons, such as how to "confront without confrontation," understand an opponent's emotions, become good at saying no, manipulate your opponent's reality, and develop the calm but authoritative vocal style he calls "the late-night FM DJ voice." Chatty and friendly and packed with helpful resources, this is an intriguing approach to business and personal negotiations.