Never Split the Difference

Former FBI lead international kidnapping negotiator Chris Voss offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home.  One of the FBI's most effective negotiators, Voss joined the bureau after a stint policing the rough streets of Kansas City, Missouri. During his twenty-five year career at the FBI, he had extensive experience in hostage negotiation and developed nine key principles for getting what you want. These principles can be applied to high-stakes negotiations in every field, whether business or personal : Identify the decision maker Determine their motivation Craft your message Use your leverage Never split the difference Two can play that game Under-promise and over-deliver Recover from your mistakes Never show desperation Voss draws on his extensive experience—including training negotiators at the FBI Academy, lecturing to federal agents, law enforcement officers and global corporations, as well as advising U. S. intelligence agencies and foreign police forces—to provide readers with an effective guide for getting through to virtually anyone, anywhere.