Book Review- Never Split The Difference- Negotiating as if your life depended on it
A Former FBI hostage negotiator offers a new, field-tested approach to negotiating – effective in any situation.
After a stint policing the rough streets of kansas city,Missouri,Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face to face with bank robbers, gang leaders and terrorists.Never Split The Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – When people’s lives were at stake.
Rooted in the real – life experiences of an intelligence professional at the top of his game, Never Split The Difference will give you the competitive edge in any discussion.
– From The Back Cover
Why This Book?
When you become a business owner , you have to negotiate with land lords, vendors, Staff and even at times with customers, hence negotiating skills becomes part and parcel of your trait. Even in our day to day activities knowingly or unknowingly we negotiate with our family members to collegues and the people we meet.
Now The Review:
This Book is divided into 10 Parts;
First part talks about the rules of negotiations and how it has evolved with the time and he explains them with his real life examples.
Second part explains why is it important to establish a friendly relationship with people so that they understand each other very well.He emphasizes the importance of clear communication in order to avoid misunderstanding which will result in devastating consequences.
In third part the author discusses about the importance of the ability to understand and share the feelings of your opponent.If we don’t understand what our opponent really wants then the whole negotiation process will be a simple waste of time.
In this section Chris voss teaches you how to say no and use it to your advantage and he explains with real life situations.
This fifth part teaches you the art of persuation with step by step approach which will lead the opponent to agree on what’s right rather than who is right.
In this part you will learn how not to be affected by anchoring effect and how not to compromise and why.He gives examples to make sense of this.
This part will help us ask the right questions during negotiation in order to understand the opponent and use that to our advantage to arrive at a win-win situation.
In this eighth part you will learn how to recognize people -who lies to your face ,People who try to intimidate you -The ways to handle them and all the other nice people.
Chris Voss explains the rules of bargaining in this part.He insists why it is important to understand what type of person you are and how can you frame negotiating tactics accordingly.
In this final chapter chris teaches you how to negotiate when you don’t have all the details. How to ask right question to gather more information.
This is one of the most interesting book i read on negotiation and there is lots of take away for everyone especially for the entrepreneurs.So i recommend all the aspiring entrepreneurs and business owners to read this book to gain valuable insight into the world of real life negotiating skills.
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Until next time it is bye from Chef Pradeep……….