Never Split The Difference by Chris Voss with Tahl Raz
Never Split The Difference by Chris Voss with Tahl Raz is to date the best book on negotiation I have read. As a professional that has made my living negotiating large business contracts for over 15 years I have read numerous books on negotiation including some from the world-famous Harvard University Business School group famous for negotiation. Some were better than others, but all were academic and seemed to lack real meat that I found useful in the “real world”.
I ran across this book from a friend that told me the author (Chris Voss) was a former FBI Hostage Negotiator and it peeked my interest. This book is different than other negotiation books I have read. It does get into some proven and useful negotiating tactics with great explanation and examples but most importantly it considers that negotiation takes place between two human beings and there are psychological and emotional factors that are not always rational, but very much human at play.
Consequently, I found this book to be valuable for negotiation skill building but most importantly very much on target with what my last 15 years of negotiating deals in the real world has shown me. This book hits the mark whether you are new to negotiating or a seasoned professional negotiator that is always looking to sharpen your skills. So as usual Hit The Books, They Don’t Hit Back!