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Publisher's Summary

Brought to you by Penguin.

The huge international best seller.

A former FBI hostage negotiator offers a new, field-tested approach to negotiating – effective in any situation.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – when people’s lives were at stake. 

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

©2016 Chris Voss (P)2019 Penguin Audio

Critic Reviews

"Riveting." (Adam Grant)

"Stupendous." (The Week)

"Brilliant." (Guardian)

What listeners say about Never Split the Difference

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Great Info. shit voice

why on Earth. would you want to listen to a tour writer? Really good info. But Jesus it sounds so so so bland

17 people found this helpful

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IT WORKS!

This stuff actually works! I tried it today under a contract agreement. The prospect wanted to payless than half of my fee and only once I finish each stage of the work. Upon applying these tactics, I discounted only 15%, had him throw in a parking space next to my office (parking is hard to come by and expensive) and that he would pay upfront for each stage of the project and that it was a FAIR agreement.

12 people found this helpful

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The negotiation counterpart of "Extreme Ownership"

Highly practical and easy to follow, as well as highly engaging for a topic that is often boring or overwhelming.

6 people found this helpful

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loved it

damn fantastic book, one the will really make a difference if you listen closely. listen to it more than once you will hear more the second time through

5 people found this helpful

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Loved It

I could use the techniques in my conversations at home, work and everywhere I went even before finishing the book.

4 people found this helpful

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Negotiating blueprint for life, family and work

I thoroughly enjoyed this book! I appreciate the skill, the way you weaved fascinating stories throughout your teaching made it easy for me to listen. strongly recommend this for anyone who has to negotiate.

3 people found this helpful

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Chris Voss is AWESOME

This one of the most enjoyable and useful books I have ever read. Chris provide some incredible insights into negotiations which I never thought possible. He is inspiring and motivating. Can’t wait for more from Chris.

2 people found this helpful

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Thoroughly explained but straightforward

Useful and relatable scenarios that are also explained and analysed. Language level perfect and easily understood. Glad there's also a summary of the chapters as there's a lot to take in!

2 people found this helpful

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Great book for life, business and being kidnapped

The skills in this book can help people in everyday negotiations from your toddler to a criminal

1 person found this helpful

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  • NT
  • 03-06-2021

A great book; a better audio book

A central tenet of this book is that much depends on your tone of voice - assertive, playful, and the late night DJ voice. I've heard Chris Voss on podcasts and his assertive voice comes through the words. His co-author has summarised things well; I shall be seeking out his other work. Michael Kramer's voice work: perfect. Highly recommended.

1 person found this helpful

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  • Stuart Browne
  • 21-11-2020

Utterly brilliant

I’ve spent 25 years devouring book and I took more from this than most. It’s in my top 3. And, having applied some of the principles, I can attest that the work. One of my best finds of 2020.

3 people found this helpful

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  • Hector Martinez Salino
  • 05-08-2020

Mindset Changing Book

The way this book is structured, allows for quick implementation to your day to day life. This book removes the complexity of negotiation and constitues a recipe of techiques that anyone can use right out of the box. The big take away for me was to learn the power of NO.

2 people found this helpful

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  • Terrence
  • 05-01-2020

Great read and insightful

I really enjoyed the book and enjoyed the narration. The book kept me engaged and I realized that some of my colleagues had already used some of these tactics on me in various scenarios. I look forward to practicing the testing the methods described in the book.

2 people found this helpful

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  • C. K. Jaidev
  • 20-03-2020

Superbly conceived book that's a practical guide

This is one of the best books that I have ever come across on the subject of negotiation. I am generally predisposed to not negotiating at all or well or giving in easily to other negotiators (tough or even not so tough ones). This book changed the way I think about negotiating by making it a game that I can look forward to whenever I have to negotiate. Moreover, we negotiate almost everyday in every other activity we undertake. This book therefore assumes enormous significance. I wish I'd gone through this book earlier. It would have made a big difference to me. The highlights of the book are various simple tools to help one negotiate much better. These are embellished by real life examples, some of them done step by step to back up the tools. I started using the techniques as I was reading the book and found them to be effective. A great read/listen for someone who'd like to up his/her negotiating skills.

1 person found this helpful

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  • Amazon Customer
  • 27-11-2019

Amazing book on negotiation

Never split the difference shares valuable insights from decades of negotiation experience.

Techniques such as mirroring, labelling emotions, tactical empathy, and calibrated questions will forever be in my future negotiation arsenal.

1 person found this helpful

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  • Odex
  • 01-08-2022

Well worth a 2 and 3rd read

It was so immersing It felt like a very good movie. The narrator brought out the characters and the delivery of key information/pointers went down like sweet morsels of gossip. Lol.

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  • Anonymous User
  • 26-07-2022

Practical and engaging

Powerful examples from a tough and uncompromising field presented in an engaging and digestible way. I couldn’t put it down!

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  • Anonymous User
  • 11-06-2022

Brilliant

I will never go into any conversation unprepared again. what an eye opener. Serious issues explained with some added humour

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  • Kindle Customer
  • 10-04-2022

Superb

a really eye opening approach that focuses on uncovering the other sides needs and building rapirt through empathetic listening. puts the other side into a problem solving mode and reduces confrontation as much as possible. a sort of jujitsu style of negotiating. some impressive stories to illustrate the points

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  • Kindle Customer
  • 17-02-2022

Informative and Helpful

This was easy to listen to and very informative. Helpful information that can change the trajectory of many things

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  • Anonymous User
  • 15-12-2019

Full of stories but difficult to make practical

I enjoyed the voice of the narrator of this audiobook, but found the content was not very helpful. There are a lot of very in-depth examples from the author’s work as a hostage negotiator. Unfortunately, the practical application of these into specific strategies and transferable everyday situations is rather limited. I listened to this book to help me prepare for a salary negotiation and after several hours of listening did not feel that I had any particular strategies to apply.

69 people found this helpful

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  • Lindsay Macvean
  • 06-08-2019

Revolutionary for my life

From changing the way I talk to my partner, turning a usual argument into a loving exchange. To getting me everything I have ever wanted and avoiding the wimp deal where I just accept what I am offered.

This book is changing me life. I have listened to it and bought the hard copy and turned it into a complete system for every conversation I have.

65 people found this helpful

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    5 out of 5 stars
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  • umer
  • 29-10-2019

changed my life

ever feel you are always obliged to answer something? or always feel like you always get a bad deal and think back later and ask yourself "i wish i said that!"?

This is the book for you. The idea of speech mirrors, emotional labels combined with calibrated questions has allowed me to understand how people use language in order to influence perspectives and always make sure i get the answers to my assumptions.

unbelievable read. 5 stars

29 people found this helpful

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  • Mike
  • 21-12-2019

Solid book, probably better on paper

The first few moments of the book feel a bit off, but it's worth waiting. After the initial sales pitch of his methods, the author gives what seems to be a rather sensible, if dramatic, list of techniques to get the most out of negotiations. It is not life changing, and a bit confusing at times, but definitely will teach you a few things. Performance itself was great, no issues there. Unfortunately, the nature of this kind of book is that I'd always prefer a physical copy to refer to afterwards.

23 people found this helpful

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  • The Karmacist
  • 25-09-2019

Must read!

Very practical and useful techniques delivered in an engaging tone. Very interesting examples used ranging from daily office life to nail biting hostage situations

15 people found this helpful

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  • Ahmed Rehan
  • 10-11-2019

Fantastic listen. Knowledge packed!

As a business owner, the skills to negotiate a good deal are priceless. The author’s life experience and depth on negotiations are very apparent throughout this book. The stories are engaging and packed with knowledge.

Great listen. Highly recommended.

13 people found this helpful

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  • Belea Simion
  • 01-09-2020

book I used to increase my salary


i skipped a few years of promotions by applying the advice in it to the.
read it three times.

7 people found this helpful

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  • Jay Ball
  • 20-05-2020

Good listen but too much waffle

Good book and some great parts you can take out of it - however I felt there was too much related parts to the writers FBI days of hostage negotiations and too little real life negotiation examples or tips.

7 people found this helpful

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  • Anonymous User
  • 14-03-2020

Teaches little, suggests bad practices

The contents of this book have very little statistical or scientific backing. It's entirely anecdotal and not at all informative.

When I got to the chapter on how you should not accept no as an answer (something any decent parent teaches their children is completely wrong - no always means no!) I gave up. It began to sound a little rapey.

7 people found this helpful

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  • Tom
  • 12-11-2019

Some gems to try in negotiations

There are undoubtedly some great tidbits of advice for negotiation strategies to be found in this book and overall I thought it was a useful, fairly easy listen. I do wish that there had been more shared on the science behind the tactics as you just get a touch of that and have to believe that there is much more to it.

6 people found this helpful

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