Never Split the Difference by Chris Voss ePub Download

June 27, 2022 Business

“Never Split the Difference by Chris Voss ” is a perfect book for anyone looking to up their sales game, deal with an overly assertive bully in their personal or business life, or gain greater mastery over their everyday interactions.

Description of Never Split the Difference by Chris Voss ePub

“Never Split the Difference: Negotiating As If Your Life Depended On It” is a wonderful book to anyone who wants to learn how to negotiate with authenticity and effectiveness. Chris Voss is the author of this awesome and beautiful book. “Never Split the Difference” is an outstanding book on how to negotiate, written by Mr. Chriss Voss an ex-FBI agent. having read a few books on negotiation, this is quite clearly the best. Mr. Voss is well qualified to write such a book given that he has negotiated over the release of hostages in a number of parts of the world and on the other side his involvement with academic institutions such as Harvard. The fundamental message of Mr. Voss is that human beings are emotional and irrational. Decision making is at the end of the say an emotional decision. The historical theories on negotiations are built on human beings rational and both sides developing “win-win” solutions. However, in a hostage crisis, it may not be possible to have a win-win outcome.

And therefore the title of the book never split the difference. Mr. Voss’s negotiation approach is rough as follows: Listen to the other party carefully. Mr. Voss believes that people wish to be understood and accepted and listening is the best way to do that. The second thing that he emphasizes is to spot the emotion in the other party, summarise/ paraphrase what the other person is saying. Summarising may not be by accepting what the other person is saying but by “labeling it”. This way the counterparty feels safe understood, and develops trust. This makes the other person more open to ideas. People like autonomy and control. Allowing them to say no is often a great way to understand their reservations and also gives them the feeling that they are in control. Understanding their resistance can open up things. Watch out for the phrase “That’s right”. Human beings like to be understood and positively affirmed.

Once that happens, it is possible to get a positive breakthrough. Importance of asking calibration questions by using words such as “What/ When/ How/ Who”. As the author says, this a way of saying no, without saying no, and giving the other person the illusion of control. The importance of the parties feels that they have been accorded “Fair Treatment”. Anchoring proposals to get the desired outcome. In the end, the author emphasizes the importance of self-control and emotional regulation and using the same tools that are needed in any relationship of understanding the other party, building trust, and rapport, making the other party feel our empathy and then getting them to do things that we want them to do. The real-life examples make this a fun and engaging book to read. It is well written and easy to read.

Details About Never Split the Difference ePub

Name: Never Split the Difference: Negotiating As If Your Life Depended On It
Author: Chris Voss
ISBN: 0062407805
Language: English
Genre: Communication Skills, Business Negotiating, Reference
Format: PDF/ePub
Size: 1 MB
Page: 288
Price: Free

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