Never Splitt the Differences: Negotiating as if Your Life Depended on It by Chris Vos

18. January 2024

A book recommendation by Barbara Geldermann

Why am I recommending this book to you?

This book not only provides a fascinating insight into the experiences of a former FBI hostage negotiator. It is also a practical guide to effective negotiation techniques. Voss combines his authentic experiences with specific strategies that work equally well in extreme and everyday negotiation scenarios. He highlights the role of emotional intelligence in negotiations and presents his concepts in a simple and entertaining way through stories and anecdotes. Voss refers to Kahneman's theory from his book "Thinking, Fast and Slow", where he describes two modes of thinking: System 1, which is fast, instinctive, and emotional, and System 2, which is slow, deliberate, and logical. If you enter a negotiation prepared only to work with System 2, but lack the skills to understand and influence System 1, it's like "trying to make an omelette without breaking an egg".

In short

"Never Split the Difference" offers valuable insights and practical techniques for anyone looking to improve their negotiation skills.

About the author

Chris Voss is a renowned negotiation expert with over 24 years of experience as a senior international kidnap negotiator for the FBI. In this role, he was involved in more than 150 international kidnapping cases. After the FBI, Voss founded his consulting firm, The Black Swan Group, specializing in negotiation training and consulting, and taught at institutions including Harvard University and Georgetown University.

We wish you an interesting read!