Key insights from
Never Split the Difference: Negotiating As If Your Life Depended On It
By Chris Voss, Tahl Raz
Audio available
11 minute read
Published May 17, 2016
What you'll learn
The godfather of FBI hostage negotiation, Thomas Strenz, described his work as full of “the bad, the mad, and the sad.” But according to former FBI lead international kidnapping negotiator, Chris Voss, the bad, the mad, and the sad are all over the place. Bank robbers and terrorists don’t need to be the only people to benefit from the humanizing negotiation skills that the FBI uses to de-escalate conflicts and make people feel safe.
Key insights
- • What you'll learn
- 1 Strategies targeting head and heart have both been used in negotiations, but the heart strategies have saved more lives.
- 2 “No” is not the end, but the beginning of the conversation.
- 3 Instead of feeling someone’s pain, label it.
- 4 The person in control of a conversation is not the talker but the listener.
- 5 Everyone’s got a limbic system, from difficult family members to bank robbers and terrorists.
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