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Summary

Brought to you by Penguin.

The huge international best seller.

A former FBI hostage negotiator offers a new, field-tested approach to negotiating – effective in any situation.

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.

©2019 Chris Voss and Tahl Raz (P)2019 Orion Publishing Group

Critic reviews

"It’s rare that a book is so gripping and entertaining while still being actionable and applicable." (Inc.)

"Brilliant." (Guardian)

"My pick for book of the year." (Forbes)

What listeners say about Never Split the Difference

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Full of stories but difficult to make practical

I enjoyed the voice of the narrator of this audiobook, but found the content was not very helpful. There are a lot of very in-depth examples from the author’s work as a hostage negotiator. Unfortunately, the practical application of these into specific strategies and transferable everyday situations is rather limited. I listened to this book to help me prepare for a salary negotiation and after several hours of listening did not feel that I had any particular strategies to apply.

37 people found this helpful

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Revolutionary for my life

From changing the way I talk to my partner, turning a usual argument into a loving exchange. To getting me everything I have ever wanted and avoiding the wimp deal where I just accept what I am offered.

This book is changing me life. I have listened to it and bought the hard copy and turned it into a complete system for every conversation I have.

44 people found this helpful

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    5 out of 5 stars

changed my life

ever feel you are always obliged to answer something? or always feel like you always get a bad deal and think back later and ask yourself "i wish i said that!"?

This is the book for you. The idea of speech mirrors, emotional labels combined with calibrated questions has allowed me to understand how people use language in order to influence perspectives and always make sure i get the answers to my assumptions.

unbelievable read. 5 stars

16 people found this helpful

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Solid book, probably better on paper

The first few moments of the book feel a bit off, but it's worth waiting. After the initial sales pitch of his methods, the author gives what seems to be a rather sensible, if dramatic, list of techniques to get the most out of negotiations. It is not life changing, and a bit confusing at times, but definitely will teach you a few things. Performance itself was great, no issues there. Unfortunately, the nature of this kind of book is that I'd always prefer a physical copy to refer to afterwards.

14 people found this helpful

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Must read!

Very practical and useful techniques delivered in an engaging tone. Very interesting examples used ranging from daily office life to nail biting hostage situations

10 people found this helpful

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Fantastic listen. Knowledge packed!

As a business owner, the skills to negotiate a good deal are priceless. The author’s life experience and depth on negotiations are very apparent throughout this book. The stories are engaging and packed with knowledge.

Great listen. Highly recommended.

9 people found this helpful

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Some gems to try in negotiations

There are undoubtedly some great tidbits of advice for negotiation strategies to be found in this book and overall I thought it was a useful, fairly easy listen. I do wish that there had been more shared on the science behind the tactics as you just get a touch of that and have to believe that there is much more to it.

5 people found this helpful

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book I used to increase my salary


i skipped a few years of promotions by applying the advice in it to the.
read it three times.

4 people found this helpful

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Good listen but too much waffle

Good book and some great parts you can take out of it - however I felt there was too much related parts to the writers FBI days of hostage negotiations and too little real life negotiation examples or tips.

4 people found this helpful

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Outstanding and interesting

Excellent , one of the best books for some time . Extremely interesting especially when the author relates issues to real life situations .

3 people found this helpful

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Profile Image for Hector Martinez Salino
  • Hector Martinez Salino
  • 05-08-20

Mindset Changing Book

The way this book is structured, allows for quick implementation to your day to day life. This book removes the complexity of negotiation and constitues a recipe of techiques that anyone can use right out of the box. The big take away for me was to learn the power of NO.

2 people found this helpful

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  • Anonymous User
  • 05-01-20

Great read and insightful

I really enjoyed the book and enjoyed the narration. The book kept me engaged and I realized that some of my colleagues had already used some of these tactics on me in various scenarios. I look forward to practicing the testing the methods described in the book.

2 people found this helpful

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  • Stuart Browne
  • 21-11-20

Utterly brilliant

I’ve spent 25 years devouring book and I took more from this than most. It’s in my top 3. And, having applied some of the principles, I can attest that the work. One of my best finds of 2020.

1 person found this helpful

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Profile Image for C. K. Jaidev
  • C. K. Jaidev
  • 20-03-20

Superbly conceived book that's a practical guide

This is one of the best books that I have ever come across on the subject of negotiation. I am generally predisposed to not negotiating at all or well or giving in easily to other negotiators (tough or even not so tough ones). This book changed the way I think about negotiating by making it a game that I can look forward to whenever I have to negotiate. Moreover, we negotiate almost everyday in every other activity we undertake. This book therefore assumes enormous significance. I wish I'd gone through this book earlier. It would have made a big difference to me. The highlights of the book are various simple tools to help one negotiate much better. These are embellished by real life examples, some of them done step by step to back up the tools. I started using the techniques as I was reading the book and found them to be effective. A great read/listen for someone who'd like to up his/her negotiating skills.

1 person found this helpful

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  • Amazon Customer
  • 27-11-19

Amazing book on negotiation

Never split the difference shares valuable insights from decades of negotiation experience.

Techniques such as mirroring, labelling emotions, tactical empathy, and calibrated questions will forever be in my future negotiation arsenal.

1 person found this helpful

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  • Anonymous User
  • 13-02-21

Brilliant

Filled with lots of practical guidelines. The trick is to practice as you go instead of finishing it first 👌🏾

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  • M
  • 17-01-21

Great Negotiating Tactics

Really useful set of negotiating frameworks backed up with stories.

Could have gone into more depth on some of the points eg what if someone counters with the same approach you are using, or to have the negotiations from a sell side as well as a buy side.

If there was a model, or set of questions that helped with ‘Black Swans’ that would also have been useful. That said, it did recommend other books/ authors for that.

I’ll certainly be using the methods from this book in all of my negotiations moving forward. This title will have paid for itself many thousands of times over with the extra value I’ll get from my sales activity. Well worth the listen!!!

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  • CeeJay67
  • 04-12-20

Great Book!

I love the book however I’m disappointed that Chris Voss did not do the audio himself. He has the perfect tone for a audiobook. The narrator did a great job but the voice behind the book was missing.

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  • Carina Paraiso
  • 12-11-20

insightful

insightful book about the world of negotiation. well structured and a good summary at the end. Narration on dialogue could be better as it becomes confusing.

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Profile Image for Victor Cazares
  • Victor Cazares
  • 01-11-20

Best negotiation book

It Is by far the best book to learn how to negotiate. It is worthy.