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Never split the difference : negotiating as if your life depended on it / Chris Voss, with Tahl Raz.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: London : Random House Business Books, 2017.Description: viii, 274 pages ; 24 cmISBN:
  • 9781847941497
Subject(s): LOC classification:
  • BF637.N4 V67 2016
Contents:
The new rules — Be a mirror — Don't feel their pain, label it — Beware 'yes'— Master 'no' — Trigger the two words that immediately transform any negotiation — Bend their reality — Create the illusion of control — Guarantee execution — Bargain hard — Find the black swan.
Courses that have reserved this title:
  • Bibliography from B3 Elective: Communication for influence
Summary: 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.
Holdings
Item type Current library Call number Status Date due Barcode
Book TBS Barcelona BF637.N4 VOS (Browse shelf(Opens below)) Available B03819

Includes bibliographical references and index.

The new rules — Be a mirror — Don't feel their pain, label it — Beware 'yes'— Master 'no' — Trigger the two words that immediately transform any negotiation — Bend their reality — Create the illusion of control — Guarantee execution — Bargain hard — Find the black swan.

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.

Bibliography from B3 Elective: Communication for influence

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