Book review: Never split the difference - Negotiating as if your life depended on it
Author: Chris Voss Subject: Negotiation Year: 2016 ISBN: 9780062407801 If someone envisions a master of negotiation as an alpha male like Donald Trump who speaks the loudest to threaten everyone else into submission, this book will definitely turn your understanding upside down. As a veteran FBI hostage negotiator for many years, the author has all the credibility to speak on this topic. In contrary to the traditional, rational problem solving approach which aims to separate emotional elements from the issue in order to arrive at a so-called "win-win" situation, he argues that humans are irrational beasts who more often than not act on impulsive feelings rather than meticulous calculation. And he also sees that such insight is not only for crisis handling but can also be applied to business and daily-life interactions. By borrowing concepts from counselling such as tactical empathy, active listening, emotional labelling etc., the aut