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The man who moves a mountain begins by carrying away small stones.Confucius

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Never Split the Difference

Never Split the Difference

Better know your counterparts to better negotiate with them.

Author(s): Chris Voss, Tahl Raz

Publisher: Harper Business

Date of publication: 2016

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Chris Voss is a former FBI negotiator specialized in hostage situations. This goes to show that he has really learned how to define strategies to address high-stake negotiations… In this book, he shares his experience, enriched with years of consulting and training business executives on this topic.

The assumption behind these strategies is that everyone, whoever they are, needs to be understood and accepted. This is the reason why benevolent listening is the fundamental competence that needs to be developed. Chris Voss considers negotiation as a discovery process, which will enable developing a bond with the counterparts before seeking to find with them a solution to the problem to solve. He proposes a broad variety of tactics, which are equally useful on a daily basis and in crisis situations. A captivating and inspiring read.