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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
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Never Split the Difference summary
Chris Voss
Tahl Raz
Negotiating As If Your Life Depended On It
19 mins
Brief summary
Never Split the Difference by Chris Voss and Tahl Raz is a negotiation guide that teaches readers effective communication skills to reach mutually beneficial agreements. The authors share real-life examples and tactics used in high-pressure situations, helping readers become more successful negotiators.
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Never Split the Difference
Summary of 6 key ideas
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Key idea 1 of 6
Negotiation is a part of life – and there’s more to it than rationality and intellect.
Let’s start by laying some common ground. Negotiation is not just something reserved for lawyers, corporate boardrooms, and the FBI – it’s a part of everyday life. It happens at work and with friends, your partner, and even your kids who beg to stay up past their bedtime or have one last try at a videogame level. Every time there are two or more people who want different outcomes from the same situation, negotiation comes into play.
So, what makes for a successful negotiator? Well, accepting that your life is filled with and fueled by negotiation is the first step. There are lots of ways to negotiate, but the most effective techniques incorporate human nature. Connecting with others in a psychologically conscious way will help you understand your own mind as well as your peers’ motives – which will give you a significant advantage. Let’s see how.
For years, negotiation theory was based on the assumption that people acted rationally. But more recent studies, like the one by Amos Tversky and Daniel Kahneman, revealed that the majority of people actually act irrationally and unpredictably. That’s because their behavior is governed by a series of psychological mechanisms called cognitive biases. There are over 150 of them – but the main point is this: people act instinctively, emotionally, and irrationally.
Even rational thoughts are often influenced by irrational ones. And since rational thoughts take longer to formulate, people tend to default to irrationality. Just think about how you came up with that perfect comeback or answer to a discussion – minutes or hours after it ended!
There’s one key technique to negotiating effectively, and that’s listening. In order to gain knowledge of how a person thinks and feels, you have to listen actively, strategically, and empathetically.
Let’s look at some techniques to put this active listening into practice.
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What is Never Split the Difference about?
Never Split the Difference (2016) is your guide to getting what you want. Drawing on FBI strategies, it offers hands-on advice for how to negotiate your way to success – whether it’s in the office, the home, or a hostage standoff.
Never Split the Difference Review
Never Split the Difference (2016) is a captivating book that offers valuable insights into the art of negotiation. Here's why this book is a must-read:
- With its practical strategies and real-life examples, it equips readers with effective negotiation tactics that can be applied in any situation.
- The book delves deep into the psychology behind negotiations, providing valuable insights into human behavior and how to leverage it to your advantage.
- Through the author's engaging storytelling and personal experiences as an FBI negotiator, this book keeps readers hooked and eager to learn more.
Who should read Never Split the Difference?
- Leaders and managers
- Workers in the market for a job or a raise
- Anyone with a spouse, partner, or friend
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Never Split the Difference FAQs
What is the main message of Never Split the Difference?
The main message of Never Split the Difference is about effective negotiation tactics that lead to successful outcomes.
How long does it take to read Never Split the Difference?
The reading time for Never Split the Difference varies, but it typically takes several hours. The Blinkist summary can be read in just 15 minutes.
Is Never Split the Difference a good book? Is it worth reading?
Never Split the Difference is a valuable read for anyone interested in negotiation. It provides practical strategies and real-life examples for achieving better results.
Who is the author of Never Split the Difference?
The authors of Never Split the Difference are Chris Voss and Tahl Raz.
What to read after Never Split the Difference?
If you're wondering what to read next after Never Split the Difference, here are some recommendations we suggest:
- Start With Why by Simon Sinek
- Good to Great by Jim Collins
- Dare to Lead by Brené Brown
- How to Win Friends & Influence People by Dale Carnegie
- Influence by Robert B. Cialdini
- Leadership Is Language by David Marquet
- Do Breathe by Michael Townsend Williams
- The Courage to Be Disliked by Ichiro Kishimi & Fumitake Koga
- How to Talk to Anyone by Leil Lowndes
- The 5 Love Languages by Gary Chapman