Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss
My rating: 5 of 5 stars
I remember when I first realized that we all needed communication and sales skills on a daily basis. Chris Voss, former expert FBI negotiator and author of Never Split the Difference: Negotiating As If Your Life Depended On It, made me realize the same thing about negotiating.
Negotiation skills aren't only necessary when you need a raise/promotion or are closing a big deal, nor do they only apply to the hostage situations that Chris shares. They can literally be used every day both at home and at work. Every time you're trying to get someone to back you, provide more information than they're inclined to, or do things your way, you can use negotiation skills to reach your desired outcome without ill will.
And that's the part I like most about Chris's approach: it doesn't require strong arming or any other questionable approaches, just being a good listener and approaching negotiation differently. Part of his approach throws out many of the long held negotiation beliefs; for example, Chris teaches to get to "no" rather than yes and that it's okay to show "weakness" and apologize, just to name two.
So not only is this book a very entertaining read because of Chris's anecdotes, both from his time with the FBI and how his students' have applied what he's taught, but also a very actionable read. I highly recommend this book for anyone who wants to get more out of their communication and negotiations.