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’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: 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 life.
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.
A 24 year veteran of the FBI, Chris Voss is one of the preeminent practitioners and professors of negotiating skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. Voss has taught for many business schools, including the University of Southern California's Marshall School of Business, Georgetown University's McDonough School of Business, Harvard University, MIT's Sloan School of Management, and Northwestern University's Kellogg School of Management, among others.
一、用心对脑 对人类心理深刻理解,承认人类是疯狂、冲动、情绪化的非理性动物 二、重复对方的话 不要想当然,随时准备好面对意想不到的情况,时刻保持多种假设,始终保持探索者的心态,然后不停地用新得到的信息去验证假设,去伪存真。 重复对方的话,保持适当的停顿——意思...
评分 评分语言,是一门艺术。文字、说话,是语言的一种表现形式。 谈话,看似简单,却是一场博弈。大到刑事案件,小到我们的日常生活。谈话技巧,可能很多人觉得自己用不上。我又不是什么重要人物,也没有什么重大事件发生,不就是说个话嘛,和朋友不用在意,和领导我就少说。这看上去没...
评分作者讲了许多实际的谈判故事,大部分跟绑架了人质的劫匪谈判的案例,比较有意思。 作者也引用了不少已有的研究成果与出版物。 总体来说作者的这套谈判术还算不上完善的体系,实际效用也是以个案为主,也会举失败的案例,失败的原因作者归因于没能按他的思路去做。 总体评价3...
评分看一幅画是不讲道理的,也不需要懂得,你需要的是惊喜,你在一幅画面前突然停下来,这幅画突然被你看进去了,这个就是惊喜。--陈丹青《局部》 研究神话的学者坎贝尔,把以上这种突然被某种艺术品所吸引的现象,成为“美学吸引”。如果你愿意的话,艺术会令你驻足并默默和你交流...
很实用的建议。
评分哈哈就是那种大家去跟老板谈工资之前要读的书。藤校就是好哇,negotiation课找FBI的人来教。。。
评分“Don’t be afraid of conflicts. Genuine, honest conflict between people over their goals actually helps energize the problem-solving process in a collaborative way.” A no deal is better than a bad deal. Mirror technique, start with their most basic needs, bend their reality, be aware of the black swan and ask calibrated questions
评分很实用的建议。
评分难得实操性极强的谈判书,相见恨晚
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