Never Split the Difference

In this strategic guide book, expert negotiator and best-selling author Chris Voss shares field-tested techniques proven to influence outcomes in your favor. His advice goes against some conventional teachings about compromise and instead encourages you to emphasize emotional intelligence in your negotiations. The way that you approach counterparties with basics like body language, tone of voice, and verbal framing have a significant effect on the way that you (and your requests) are received.

Voss encourages successful negotiators to lead with listening, validating the other parties' emotions and creating a trusting relationship. He teaches that mutual empathy opens up pathways to getting things done and getting them done without tension.