Chris Voss specializes in hostage situations and has seven years of experience in Negotiation. Chris was trained in the art of negotiation by the FBI, Scotland Yard and Harvard Law School. Among his numerous awards, the Attorney General’s Award for Excellence in Law Enforcement depicts his dedication in this field.
Tahl Raz is a New York Times bestselling author and co-author of Never Eat Alone. He advises executives, talks worldwide on the forces changing the modern world of work. Raz is also a partner in The Build Network, a corporation that publishes management advice for mid-sized businesses. You can download the pdf version of “Never Split the Difference: Negotiating As If Your Life Depended On It” from this website.
|Name||Never Split the Difference: Negotiating As If Your Life Depended On It|
|Author||Chris Voss, Tahl Raz|
Today we are going to introduce you to one of the special summaries of the book “ Never split the difference Pdf. The book is written by one of the famous writers Chris Vos. As I said special summary because the author who has written this book is a former FBI agent. He has negotiated with more than 10000 negotiations at the age of 24. The author of his book clearly teaches how to approach negotiation. As he said in 1960 the police and FBI were successful in eliminating the kidnapper through fear but the case is not like that and they find it unsuccessful in the 1971 incidents. The kidnapper says yes to the freedom of the hostess but when the FBI reach there the kidnapper shoot both the hostess due to fear from the FBI agent. After killing both the hostess the kidnapper also shoot themselves. After these incidents, many books were written focussing on dealing with the different kinds of negotiation. They find out some strategic problem-solving points that are firstly the negotiating man should be separated from their emotion, Everyone should focus on the problem of the people not on the personality of the people, and everyone should always focus on the mutually beneficial deal rather than only taking profit, and the last one is set up common ground rules. In 1980 one of the famous writers Daniel Conman talk about the behavioural economics of a person. The human brain is divided into two parts one is emotional and logical. He said that the emotional part of the human brain always tells the frequent answer and they are found to be illogical and irrational on another hand, the logical part of the brain tells effective answers but has less weightage. But all the decision taken by a human is based on all these two behavioural economics of the human brain.
Never Split the Difference Full Book PDF Download Latest Edition
Chris Voss takes readers inside his head to teach them how to negotiate successfully in any situation. In this book, he exposes the nine main strategies he used to successfully negotiate with terrorists, bank robbers, and other criminals who had kidnapped a hostage. Ordinary people will learn how to successfully negotiate in their own lives, whether for a rise in income, with their spouse or at work.
Establishing Trust in Order to Gather Data
Negotiating correctly, regardless of who you’re negotiating with or in what area of your life, requires you to be rational and use your brain. You must establish a rapport so that trust can be built and you must acquire as much relevant information as possible. This is accomplished by keen observation ability and using the mirroring method (repeating what they have said in an inquisitive tone) to extract further information from them. Be aware of your voice tone throughout any discussions.
Most of the time, you’ll want to use a playful/positive tone when speaking, but if the person is nervous or angry, use a deep yet quiet voice while speaking slowly to reassure them.
Making Emotions Work For You
When bargaining, you must understand what the person is going through and be sympathetic to their feelings. It is not necessary to agree with them; rather, it is necessary to understand the other person’s point of view in order to properly position oneself in talks. This may be accomplished by a technique known as labelling, which entails understanding the other person’s stance and sentiments in order for them to become calmer and more sensible. Don’t be rushed, don’t make concessions, and don’t give in to pressure.
Allow the other person to make the first offer. You’ll come out on the short end of the deal if you’re in a hurry to settle things. Don’t feel rushed; just a few dates are hard and fast deadlines going Beyond Rationality
Negotiating successfully needs more than just thinking, since we humans aren’t always convinced by reasoning and don’t always accept it, instead opting for unexpected behaviour and allowing our primal impulses to take over.
Respect is the foundation of all relationships.
Before you start negotiating, you should have as much knowledge as possible about the situation and the person or people you’ll be dealing with. You want to understand their requirements, goals, and motivations.
In a hostage crisis, for example, the negotiator must know the kidnapper’s goals, if they have weapons, whether what they are saying is real or untrue, the number of kidnappers and hostages within a structure, and so on.
It is necessary to establish a cordial relationship with the other person, which is why you often see FBI agents speaking with the criminal. This helps them to learn about their counterparts’ needs, goals, motivations, and personalities, as well as establish trust, which is necessary for obtaining information.
Developing Trust Through Active Listening
Pay attentive attention to what the other person says and repeat it in an inquiring tone. Mirroring is a tactic that shows you’re empathetic to the other person and understand their point of view and what they’re going through.
Mirroring is an effective trust-building strategy because it gives the counterpart the impression that the person they’re speaking with, in this case, the FBI negotiator, is like them, despite the fact that we outsiders know he’s just doing his job and trying to resolve the situation quietly. However, this strategy isn’t only used in hostage situations.
Changing Voice Tone
It’s typically more important how someone says something than what they say. As a result, while negotiating, keep in mind that the tone of your voice might make or break the deal.
When speaking to someone who is angry or irritated, use a low, deep voice to soothe them. If you need to encourage someone, use a brighter, lighter tone of voice to show that you’re laid-back but yet understanding. You should grin now and then to emphasize this since, even if the other person cannot see your face, they will be able to hear your smile via your speech. When you’re bargaining for a better price, whether at a flea market or in a car dealership, try out the cheerful tone and see what happens.
Recognizing Emotional Signs
Pay attention to the feelings of the other person and use empathy to your advantage – you don’t have to agree with them, just understand them. Psychotherapists, for example, delve into their clients’ feelings in order to help them. As a negotiator, you have the option to do the same.
Chris Voss was able to identify the emotions of four escaped convicts who were sheltering in an apartment and believed to be in possession of weapons when he was called in to talk with them. This helped him understand and sympathize with the fugitives. Voss informed them that he was aware that they were afraid of being shot if they left the flat. He asserted that he understood their fear and their desire to avoid returning to jail. Voss got the crooks to surrender after six hours of conversing with them and building confidence via the labelling process. No one was injured on either side.
Labelling and “Tactical Empathy,” which consists of notifying the other person that you notice his or her ideas, goals, and position and understand their emotions, are calming strategies that negotiators employ to build rapport. When dealing with someone who is behaving improperly, this might be useful.
Don’t Accept a Bad Deal
Chris Voss saw an intriguing trend in another kidnapping case he mediated with the widow of a Haitian police officer kidnapped for ransom. According to Voss, the kidnappers wanted money to support their partying habit.
Summaries of the Book – Never Split the Difference: Negotiating as if Your Life Depended on It
Chris Vos named their negotiation tactics tactical empathy and in the first point of his chapter, he focussed on the skills of listening. So, lets all the effective points Chris Vos described in his book “ Never split the difference”
Active listening: Active listening is very much important for negotiation. If you actively listen to the negotiation of the others then the person next to you deeply describes their words and they found you as a serious person who is interested in listening to his/her conversation. They can tell you many important things which can’t be shared with everyone if you focus on listening to the person’s conversation. These types of information can be very helpful in the negotiation and always keep in mind that when you are listening you are only gaining the information, you are not giving any valuable feedback to them. This is the second advantage of active listening. During the negotiation, you should not only focus on listening to the person you should always try to give a response during the conversation.
Mirroring: Mirroring is a technique through which you can ask questions regarding the words spoken by the person sitting next to you. You can use the words of the person and can ask any question which s found to be very useful in having a proper conversation with the person. When you continually ask the question to negotiators they find it very responsive and they always try to elaborate the things deeply. It can only be done through a good response to the people’s words. You get valuable information and the person sitting next to you treats you as a valuable party. If you will apply these things during the conversation the same things will happen to you the opposite person will also respond to you effectively.
Voice: A cheerful voice is very much important in explaining the problems or the facts related to the negotiation. As it is said by the author no one should use an aggressive voice during the conversation as it may lead to damage to the personal and relationship bond with the person. A good voice plays a vital role in performing a good negotiation. A cheerful voice is very easy going and the next person obstructs you even if you use bad words by mistake. When you use these voice tones the person will hear your negotiation properly by focussing their mind.
Label the emotion: If you are successful in labelling the emotions of the person then they will definitely treat you as a special person in their life. If you understand the position of the other they will respond to you. You can label the negative emotion of the fellow and change it to a positive attitude. Once you get successful in dealing with people’s emotions and when you change their bad behaviour to a positive attitude they will always focus on your words. When you will speak anything they will definitely listen to you.
Create a sense of control: You can use this technique for those who always dominate you. It may be the person who has a higher position than you just like the boss of your company. When you give the authority and feeling to the person they will finalize the deal. You can also follow the same technique in the other place where requires.
Bargain hard: The author is telling us to bargain in every situation. The main thing required during the bargaining is information. If you have proper information related to the particular products then you can easily bargain but when you can lack the information you can’t continue with the bargaining. If you want to do a proper bargain must be sure to gather as much information as you can.
Black Swan: It has the capability to deal with all situations. Sometimes you may find some information that may turn your deal. For these types of information, you have to always focus on the words. It rescues the chances of doing mistakes by actively gathering the information.