Never split the difference. Negotiating as if your life depended on it. A former FBI hostage negotiator's field tested tools for talking anyone into (or out of) just about anything.
1 April, 2020
A book by Chris Voss with Tahl Raz - well worth a read even for skilled and experienced negotiators, provides a different view on negotiations.
Some extracts such as "getting to yes". "Want you to feel like you are being fairly treated". "lets put price off to the side for the moment, and talk about what would make this a good deal". "prepare a negotiation sheet".
Never Split the Difference extract.pdf ( 4 MB )