Chris Voss: Never Split The Difference. Video by Talks at Google.
What can an FBI Hostage Negotiator teach Entrepreneurs about the fine art of negotiating?
Turns out, an awful lot. In his book Never Split The Difference: Negotiating As If Your Life Depended On It, Chris Voss reveals that the insights learned from trial and error by the FBI into the workings of the minds of kidnappers and bad guys of all varieties can also be applied to the average man and woman on the street, or across any negotiating table you will ever sit at.
Chris Voss teaches that the key to successful negotiating is to recognize that the average human being operates, not only at an intellectual level, but at an emotional level. And when we can tap into the emotional component at play in the minds of those we deal with, we can gain an advantage in any negotiation. No matter if it’s terrorists in a bank, a client in a business office, or a child not wanting to go to bed at a certain time. If we can understand the emotional side of the other person and gain empathy and understanding into what drives them, we can tip the balance in our favor.
This is one book that I originally purchased on Amazon as an audio book so I could listen to it during my early morning motivational and study sessions. But I now see the value in buying this book in physical form as well so I can have a solid reference book to keep for future guidance.
In Never Split The Difference, Chris Voss shares how you can become a more powerful negotiator or sales person in any environment. No matter if you are dealing with people face to face, over the phone, or via email, the principles he lays out apply. There is so much for the average Entrepreneur to learn here that I know I will be referring back to this book again and again for a long time to come.
If you want to learn how to improve your skills as a negotiator (and sales is negotiation) be sure to check into this book using my link below. It’s a powerhouse of information.