Why you should listen to Never Split the Difference

This one appears on a few lists as a must read. It started to feel like it was following me. I was fond of the phrase “split the difference”. It was a common accounting word when speaking about variances. You could always split the difference, so it was time to learn to get passed that concept. Don’t you fret, it’s not an accounting book. Chris Voss is a lifer in the CIA and the book focuses on negation targets and influence.

Overall, I really enjoyed this book. I feel it was a great job solidifying things like labeling and mirroring as valid tactics. It’s pretty easy to read (or listen to).

It’s probably easier to let the work speak for itself.

“Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.”- Chris Voss