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It never changes: even after two decades negotiating for human lives you still feel fear. I experienced a flash of panic, but that was to be expected. Give us one million dollars or he dies, Mnookin said, smiling. On cue, Mnookin’s secretary arrived and put a tape recorder on the table. It was Gabriella Blum, a specialist in international negotiations, armed conflict, and counterterrorism, who’d spent eight years as a negotiator for the Israeli National Security Council and the Israel Defense Forces.

Just after Mnookin and I sat down, the door opened and another Harvard professor walked in. To be honest, it felt unfair that Mnookin wanted me, a former Kansas City beat cop, to debate negotiation with him. Mnookin is an impressive guy whom I’d followed for years: not only is he a Harvard law professor, he’s also one of the big shots of the conflict resolution field and the author of Bargaining with the Devil: When to Negotiate, When to Fight.

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It was supposed to be quiet and calm, a little professional development for an FBI guy trying to widen his horizons.īut when Robert Mnookin, the director of the Harvard Negotiation Research Project, learned I was on campus, he invited me to his office for a coffee.

I’d come up to Harvard to take a short executive negotiating course, to see if I could learn something from the business world’s approach. You see, the people across the table-my negotiating counterparts-were Harvard Law School negotiating professors. And not against people with fancy degrees and a lifetime of negotiating expertise. Sure, I’d been in these types of situations before. Mindfully urge the heart rate back to normal. That was me.īut I’d never experienced a hostage situation so tense, so personal. At any given time, there are ten thousand FBI agents in the Bureau, but only one lead international kidnapping negotiator. I’d spent more than two decades in the FBI, including fifteen years negotiating hostage situations from New York to the Philippines and the Middle East, and I was on top of my game. Ler maisĪnd taught me the values of hard work and integrity CONTENTSĬHAPTER 3 | DON’T FEEL THEIR PAIN, LABEL ITĬHAPTER 5 | TRIGGER THE TWO WORDS THAT IMMEDIATELY TRANSFORM ANY NEGOTIATIONĬHAPTER 7 | CREATE THE ILLUSION OF CONTROLĪppendix: Prepare a Negotiation One Sheet Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

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Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. In this practical guide, he shares the nine effective principles-counterintuitive tactics and strategies-you too can use to become more persuasive in both your professional and personal life. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations-whether in the boardroom or at home.Īfter a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists.