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Never Split the Difference

Negotiating as if Your Life Depended on It
De : Chris Voss
Lu par : Michael Kramer
Durée : 8 h et 7 min
5 out of 5 stars (92 notations)

Prix : 27,11 €

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Description

A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations - whether in the boardroom or at home.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator.

Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head, revealing the skills that helped him and his colleagues succeed where it mattered most: in saving lives. In this practical guide, he shares the nine effective principles - counterintuitive tactics and strategies - you, too, can use to become more persuasive in both your professional and personal lives.

Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

©2016 Christopher Voss (P)2016 HarperCollins Publishers

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Notations

Global

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Interprétation

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  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Incroyable !!!

Great content aggregated with amazing storytelling. This really is an incredible negotiating course in itself !

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars

Simply Brilliant

Best piece of litterature i've ever laid eyes (well... ears) on.

it will probably change your life aswell
Good luck

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Aja
  • 27/01/2019

Awesome

It's a great book love it the way it's written and spoken and go9d advices

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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Life changing

I am so glad to finally hear this liberating truth ! Chris Voss really puts his money where his mouth is. Thanks ever so much for sharing your experience. God bless!

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars

Outstanding book.

Everything works in this book. The pace, the ideas, the examples, even the touches of humor. Great work!

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  • Global
    5 out of 5 stars
  • Interprétation
    3 out of 5 stars
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    5 out of 5 stars
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  • John L. Pinkowski
  • 07/03/2017

Needs PDF companion file

The author alludes to a worksheet of techniques which I assume is in the printed book .. this book is excellent but would benefit greatly from a PDF companion file

1 779 sur 1 825 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
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  • Leo
  • 04/07/2017

NOTHING SHORT OF LIFE-CHANGING

I have never been one to negotiate; I have always been terrified of it whether for my job or in interpersonal situations. This book helped me unearth not only new ways for me to build confidence but also has some incredible negotiation techniques and tips that I had never imagined I would encounter. Worth EVERY penny. I would recommend to you, but I don't want you to know what I now know in case I ever face you. ;) Oh, and outstanding work by the narrator. Kept me engaged the whole time. I couldn't stop listening!

431 sur 454 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Zach Slade
  • 25/02/2018

A Must (and fun...) Listen on Human Interaction!

Really enjoyed this extremely entertaining listen on effective negotiation tactics and human behavior patterns. The content is highly applicable to numerous types of human interaction.

I hardly ever read sales books because so much is either outdated or the same. I’ve found this book to have profound implications applied to selling that certainly act contrary to the “Client is Always Right” garbage that may have worked in the 1980's. This will help you cut through the crap (of any interaction) and ripen conditions for a true win/win to occur. It’s helped me to identify the type of people I truly enjoy working with and helped me to effectively leave the table on those who may not be a good fit. It’ll help you save time through identifying the true motives and negotiation style of the other party.

Chris Voss does an exceptional job of translating extreme life or death scenarios into useful business tools. I read this book thinking he must be oversimplifying, but as I apply these tactics I’m learning he’s probably just this good. His methods are simple, effective, mostly clean, and far less manipulative than some other negotiation material that has left me wanting to shower after reading. The tools he describes that aren’t necessarily 100% clean, such as mislabeling, he does so in a way that will prevent them from being used on you! Regardless, this book has vast applications and is highly relevant to business today.

117 sur 123 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
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  • Dominique
  • 14/09/2018

Life Changing

Not many business books have had a profound effect on the way I do business, but this one has changed me and my style of pricing my products and negotiating my services forever.

Without making me become heartless, I feel like this book made me think about things differently and that simple paradigm shift has allowed me to make more money right away.

I had to negotiate a deal the other day and U did so without anxiety or fear.

Unlike so many other business books that waste half the book telling you how great the author is or trying to convince you why you should buy into the concept, this book doesn't waste a minute.

I plan to listen more than once because I am sure there are things I can understand more fully after another listen.

Strong narration by Michael Kramer. ,Amazing content, and more than the title implies, you will learn how to sell, how to negotiate, and how to walk away and feel good about it, knowing that some people just aren't your customers. I learned that meeting people halfway is poison for my business because it turns out that those are really customers who cannot afford to pay my rates in the first place and then later have no respect for what we do because, of course, they didn't pay full price, so why should they?

Since reading/listening to this book less than a month ago, I have gotten full price for deals I would have previously discounted out of fear of losing the deal, and have gotten zero push back from the clients. It was like magic. It just took the guts to try it, which was scary because as a small business owner, it's real money I am playing with.

But it worked, and I have changed. This isn't something they teach in business school, but they should. I'm not kidding about it being life changing. My new favorite book of all time for non-fiction. Bravo, Chris Voss.

46 sur 48 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    4 out of 5 stars
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  • A. Yoshida
  • 29/04/2018

Start at No in Negotiations

The book should have been titled "Start at No in Negotiations." Often, a "no" means "wait" or "I'm not comfortable with that." Probe deeper and listen carefully to uncover key information behind the "no" (such as "I want to but I don't have the money now" or "it is actually my spouse, not me, who doesn't agree"). This is a much more effective approach than trying to get the counterpart to say "yes," which the person might say just to get rid of you.

The author, who is a former FBI hostage negotiator, included too many hostage stories. These situations where lives are on the line, the negotiator would never split the difference (e.g., you take 2 hostages and I take 2 hostages) and hence, the book title. But for everyday situations (like negotiating with a family member, buying a car, or working with colleagues), the stories aren't that useful and such a perspective on negotiations isn't practical.

I recommend starting with Chapter 9 to understand the types of people in negotiations:
Analyst - methodical and diligent; need time to go over facts and consider the options
Accommodator - builds rapport through a continuous free-flowing exchange of information; not necessarily focused on the desired outcome
Assertive - direct and candid; getting it done quickly is more important than spending more time on getting it done right

Then start from the beginning and practice the skills, including:
Mirror - repeat the last three words (or the critical one to three words) of what someone has just said to draw out more information from the person
Label - validate someone's emotion and fears by acknowledging it (such as "it seems like you feel you're not being appreciated")
Accusation List - list the worst things the counterpart could say about you (such as "you probably think I don't spend enough time on this project") and state the goals (such as "I could trust you to do your part without supervision" and "we all want this project to be successful").

Ask questions, collect information, and consider creative ways to get to your goals (such as non-monetary items - amenities, upgrades, positive reviews, and referrals). There is much more in the book that goes through the nuances of what to say, how to say it, and how to behave. It is a book that you need to read slowly, take notes, and practice the tips before moving on to the next chapter.

150 sur 160 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
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    5 out of 5 stars
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  • Laurie Ann Murabito
  • 21/01/2017

Second time around

What did you love best about Never Split the Difference?

The book and science is fascinating! I'm listening to it a second time because I believe we pick up or learn what we can on the first time around. I enjoyed the book so much, I purchased the hardcover book to read and take notes.

What did you like best about this story?

The stories bring the techniques to life.

Any additional comments?

I believe if you are in business, have children you negotiate with or customers/clients....OK, everyone should listen to this knowledgeable, wonderful book and learn from the author. I would love to sit and have lunch with Christ Voss.

99 sur 106 personne(s) ont trouvé cet avis utile.

  • Global
    3 out of 5 stars
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    4 out of 5 stars
  • Histoire
    4 out of 5 stars
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  • Christopher L Ream
  • 04/11/2018

PDF not on site

I did not mind the book but, it references a PDF in the book not available through audible.

47 sur 50 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    2 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Joe Diablo
  • 18/04/2019

It Just Works - Seriously

Would it be a crazy idea for a former FBI hostage negotiator to successfully apply their approach in the business world?

I'm getting a lot out of this and I'm currently on my second listen-through, taking notes, and I've got a paperback version on the way. I'm not a negotiator, not in sales, or real estate - but I've already used some of this stuff to smooth over situations at work, and with friends.

Could this approach work on...
your asshole boss
your lazy employees
your flaky girlfriend
your loser boyfriend
you nosy landlord
your deadbeat tenant
some random crazy person?????
Well.. look at it this way. The seeds of this approach came from a suicide hotline, then were adapted to deal with kidnappers and terrorists... total antisocials, killers, rapists, religious freaks. And hell yes it worked. (Think of how Clarice made friends with Hannibal Lecter)

My only complaint is the narrator.
I'm sure he's a lovely narrator, but he ain't no FBI hostage negotiator. He sounds like... a damn narrator.
Would it really be a problem for the author to republish the audio version and narrate it himself?
I've heard the author speak on several YouTube videos, and wow, I'd just much rather it be him.

28 sur 30 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
  • Interprétation
    4 out of 5 stars
  • Histoire
    4 out of 5 stars
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  • JR
  • 15/10/2016

Great info - wished for more business applications

There were a TON of useful and potentially game changing nuggets in this book. Very useful insights into understanding how the other side of the table is thinking during a negotiation.

I will definitely be listening to this one again to help digest the content more and may make a habit of listening on a regular basis to help keep me focused in my negotiating practices.

Only reason I didn't feel I could give a full 5 stars is that I was really hoping for more business applications. But don't let that stop you this is an incredibly valuable book and the time spent with it is well worth it.

121 sur 133 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Tres Sheetzy
  • 26/06/2016

That's right!

Wow, what a difference there is between "That's right" and "You're right". This single epiphany has changed my approach, removed pressure, and given me stronger connections to all my counterparties.

50 sur 56 personne(s) ont trouvé cet avis utile.

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  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Felix Rizo-Patron
  • 11/08/2018

the techniques were used on real hostage stories

The techniques described in this book do not come from a classroom, they come of trial and error in situations of life and death.

Some techniques are:
Labelling - label what your counterpart is feeling
Mirrors - mirror them so they feel at ease
Open-ended questions - let them do the talk. Gather information.

4 sur 4 personne(s) ont trouvé cet avis utile.

  • Global
    3 out of 5 stars
  • Interprétation
    2 out of 5 stars
  • Histoire
    2 out of 5 stars
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  • Utilisateur anonyme
  • 28/08/2018

Boring

The speaker is extremely boring.

The negotiating insights are basic sales knowledge. Ask open investigating questions versus closed questions. Combine it with the harvard negotiation model. And you got it.

3 sur 3 personne(s) ont trouvé cet avis utile.

  • Global
    3 out of 5 stars
  • Interprétation
    4 out of 5 stars
  • Histoire
    3 out of 5 stars
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  • Chamäleon
  • 23/05/2018

Überbewertet

Das Buch vermittelt gute Technikideen und nennt dafür auch praktische Beispiele.
Ohne weitere Kenntnisse ergibt sich meiner Ansicht jedoch nicht die Umsetzung.
Hierfür finden sich detaillierte Erläuterungen in anderen Büchern.

7 sur 8 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Dwtr50
  • 26/10/2017

The book will rescue your life

It is the most fascinating book that I ever read on the topic business negotiation. If you are look to take your game on a new level and understand a fundamental level of human interaction read this piece of art. And remember never split the difference while negotiating your life.

3 sur 4 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Amazon Kunde
  • 06/10/2017

Sehr gut!!

Die Praxisnähe macht es zum besten mir bekannten Buch über Verhandlungstechniken. Ein echtes Highlight unter den Businessbüchern - wobei die Inhalte natürlich auch im privaten Umfeld angewendet werden können.

1 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    3 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    4 out of 5 stars
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  • Jack Jones
  • 06/06/2017

it was ok

it was ok but then a little less stories and more facts would be better.

3 sur 4 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Alexander
  • 22/03/2017

best book heard so far.

I really enjoyed the book. it's informative, practical and entertaining at once.
the best thing are the summary's at the end of each chapter. normally i dislike them but the author covers so much ground. it's a perfect reminder.

1 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    4 out of 5 stars
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  • Thomas
  • 02/11/2019

Entertaining and useful

This is one of the few books I keep and listen to over and over because whenever I apply the tips in daily life they almost always work. Great speaker, too. Very convincing tone of voice.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Amazon Kunde
  • 01/09/2019

Großartiges Buch das in allen Lebenslagen hilft

Die Techniken die anschaulich in diesem Buch beschrieben werden können in jeder sozialen Interaktion der wir uns gegenüber sehen mit Erfolg genutzt werden.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • Giuseppe Rotella
  • 26/07/2019

A must read about negotiation

The book offers a variety of tools which I partially already started to apply with success.
Michael Kramer, the reader, has the best voice I have heard so far in Audible..