Never Split the Difference
by Chris Voss
Published 2022·288 pages
People ManagementEngineering Management
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Leaders who negotiate frequently — whether it's headcount, deadlines, or salaries. Anyone who wants tactical tools for high-stakes conversations.
What's Inside
1. The New Rules (Negotiation Fundamentals)
2. Be a Mirror (Building Rapport)
3. Don't Feel Their Pain, Label It
4. Beware "Yes" — Master "No"
5. Trigger "That's Right"
6. Bend Their Reality
7. Create the Illusion of Control
8. Guarantee Execution
9. Bargain Hard
10. Find the Black Swan