Never Split The Difference
Introduction Never Split The Difference is a book written by former FBI negotiator Chris Voss and co-author Tahl Raz. Chris Voss argues that most of our interactions are negotiations, often driven by a basic, primal desire: "I want". Therefore, negotiation is simply effective communication that leads to results, forming the core of collaboration. Throughout the book, Chris Voss uses his experiences in life-or-death situations to illustrate how negotiation techniques can be applied in the workplace, business dealings, or even at home. The New Rules Standard negotiation approaches, like "Getting to Yes 2 ", view them as logical, step-by-step problems to be solved through offers and counteroffers, aiming for win-win solutions. However, real world negotiations are far more unpredictable and complex. Psychologically, humans are emotional and irrational creatures, often acting impulsively and driven by underlying fears, needs and desires. Daniel Kahneman, in "Thinki...