Never Split the Difference
by Chris Voss
"Never Split the Difference" by Chris Voss offers negotiation techniques drawn from the author's experiences as an FBI hostage negotiator. Voss emphasizes the importance of emotional intelligence, active listening, and tactical empathy, providing practical strategies to influence and persuade effectively in high-stakes situations. The book challenges traditional negotiation tactics, advocating for a more human-centered approach to achieve better outcomes.
19 curated highlights from this book
Key Insights & Memorable Quotes
Below are the most impactful passages and quotes from Never Split the Difference, carefully selected to capture the essence of the book.
You have to be a little bit crazy to be a negotiator.
No deal is better than a bad deal.
The most important thing in communication is hearing what isn't said.
You can't just listen to the words; you have to listen to the whole person.
Tactical empathy is understanding the perspective of your counterpart.
When you’re negotiating, you’re never just negotiating the deal; you’re negotiating your relationship.
Fear is the greatest motivator.
Effective negotiation is about getting what you want while making the other side feel good.
Labeling is a powerful tool to acknowledge emotions.
Ask the right questions to guide the negotiation.
You’re not negotiating against the other side; you’re negotiating against your own best self.
The most powerful word in negotiation is 'no'.
Empathy is the key to effective negotiation.
Tactical empathy is understanding the perspective of the other side.
He who has the most information wins.
Mirroring is an effective tool in negotiation.
The best negotiators are the best listeners.
Fear is the ultimate motivator.
Labeling is a way to validate someone’s emotions.