Welcome to ” Never Split the Difference Negotiation Course ”
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.
After 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. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator.
Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’ head, revealing the skills that helped him and his colleagues succeed where it mattered most: in saving lives. 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 lives.
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. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
Never Split the Difference Negotiation Course (Beyond the Book)
For those who are ready for a deeper dive into Never Split the Difference but can’t make it to a live event, Black Swan Group offers an online course with chapter videos delivered monthly that can be viewed at your convenience. With more than seven hours of content split across 10 chapters, this course offers updated concepts from the book, exercises for practicing the skills, and a dynamic final simulation to test your knowledge.
This course is perfect for anyone who wants to develop the skills they need to get the best deal possible—on their schedule.
Never Split the Difference: Beyond the Book is an online course that covers the concepts from the book and takes a deeper dive with updated and brand new approaches. In addition, you will have the ability to practice these techniques in fully interactive role-playing scenarios. With over 8 hours of content, you will develop the skills you need in order to get the best deal possible.
What’s Included:
The New Rules
Heart vs Mind
Life is Negotiation
Be a Mirror
Introduction
The Voice
How to Confront
Summary
Simulation
Don’t Feel Their Pain, Label It
Tactical Empathy
Labeling
Negative and Positive
Accusation Audit
Summary
Simulation
Beware “Yes”, Master “No”
Introduction
“No” Starts it
Persuade in Their World
“No” is protection
Summary
Simulation
Trigger the Two Words That Immediately Transform Any Negotiation
Introduction
“That’s Right”
Using “That’s Right”
Simulation
Bend Their Reality
Don’t Compromise
Deadlines
The F-Word
Emotional Drivers
Get a Better Salary
Summary
Simulation
Create the Illusion of Control
The Other Side
Suspend Unbelief
Calibrate
Summary
Simulation
Guarantee Execution
“Yes” and “How”
Liars, Jerks and Everyone Else
Influence
The 7-38-55%
Turning it Around
Summary
Simulation
Bargain Hard
Introduction
What Type are You
Taking a Punch
Punching Back
Ackerman Bargaining
Simulation
Find the Black Swan
Leverage
Three Types of Leverage
Know Their Religion
Mistakes #1, #2, #3
Overcoming Fear
Final Simulation
Hostage Negotiator-Leadership
Introduction
The Framework
“It’s Not About You”
Ego Authority Failure
Engaging and Defusing with Tactical Empathy
Sequencing and Human Nature Response
Calibrated Questions and Paraphrasing
Summary
Scenario
