top of page
KEY LESSONS FROM Never split the difference.
Chris Voss, a former FBI hostage negotiator, shares field-tested techniques for high-stakes negotiations. He emphasizes empathy and emotional intelligence over cold logic. The book provides practical tools like "mirroring" and "labeling."
Lesson One
Tactical Empathy: Understand the other person's perspective and emotions to build trust and influence their decisions.
Lesson Two
Mirroring and Labeling: Repeat the last few words someone said or name their emotion to make them feel heard and safe.
Lesson Three
The Power of "No": Getting a "No" allows the other person to feel in control, which is the starting point for a real deal.
Lesson Four
Beware of Compromise: Splitting the difference often leads to a bad deal for both parties; look for the "Black Swan" instead.
bottom of page