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Never Split the Difference by Chris Voss
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Never Split the Difference

by Chris Voss (2016)

Never Split the Difference reveals FBI hostage negotiation secrets you can use in everyday life. Chris Voss, former lead FBI hostage negotiator, shares tactical empathy techniques that give you an unfair advantage in any negotiation.

Key Ideas from Never Split the Difference

1

Tactical Empathy

Understanding the feelings and mindset of your counterpart in the moment. It's not about being nice—it's about getting what you want by seeing their perspective.

2

Mirroring

Repeat the last 3 words (or critical 1-3 words) someone says. This simple technique builds rapport and encourages them to keep talking.

3

Labeling

Give their emotion a name: 'It seems like you're frustrated.' Labeling negative emotions diffuses them; labeling positive ones reinforces them.

4

The Accusation Audit

List every negative thing they could say about you and address them proactively. 'You probably think I'm unreasonable...' disarms objections before they're raised.

5

Calibrated Questions

Ask 'How' and 'What' questions that give your counterpart the illusion of control while actually guiding them toward your goal. 'How am I supposed to do that?'

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