Summary of Never Split the Difference

Never Split the Difference: Negotiating As If Your Life Depended On It is an acclaimed book by former FBI hostage negotiator Chris Voss and communication and negotiation expert Tahl Raz. The book draws on Voss’s experience as a hostage negotiator with the FBI to provide a strategy for negotiations in both business and everyday life. The book explains the importance of understanding the psychology behind negotiations in order to gain an advantage. It emphasizes the necessity of focusing on the other person, understanding their needs and being prepared to compromise. It also offers advice on how to set the right tone for negotiation and how to be assertive but not overbearing. Rather than demanding an immediate agreement or “splitting the difference,” Voss advises learning to understand how the other person thinks and what their real needs are. In doing this, readers can develop a more powerful and effective negotiating style.