Business deals through the eyes of a hostage negotiator


people gathered around a desk of computers. Check Call news and analysis for 3pls and brokers
Check Call the Show. News and Analysis for 3PLs and Freight Brokers.
(GIF: GIPHY)
(GIF: GIPHY)

It’s the end of the month and time for another book review. This month’s book is “Never Split the Difference: Negotiating as if Your Life Depended on It” by Chris Voss. Originally published in 2016, it’s been a longtime classic of the sales and business world. It seemed like a strong contender for a 5-star book. Unfortunately, for me it’s a solid 3.5 stars.

The premise of the book is simple enough: Voss dives into the world of negotiation, using real-life examples from his time as an FBI hostage negotiator. The book delivers engaging real-world stories and actionable techniques, such as tactical empathy and mirroring.

Each chapter covers a different technique. It starts with a scenario from Voss’ time as an FBI negotiator then looks at a business situation and finally a personal life story, all three of which use the same tactics to arrive at an ideal outcome. It’s a great way to explain some of the more nuanced aspects of communication and working to get what you want out of a deal or conversation.

The book leans heavily on dramatic hostage negotiation examples, which, while fascinating, don’t always translate seamlessly to everyday business or personal negotiations. Some concepts, like the “accusation audit,” feel valuable for certain situations but not universally effective.

The main takeaways from the book are:

  • Mirror them – Repeat the clients’ question back in a curious tone: “How did I land on that price?” This gets them talking and buys you time.

  • Use a calibrated question – Instead of justifying, redirect: “It seems like that number surprises you. What do you see as a fair price?” Now they have to explain themselves.

  • Label their emotions – If they seem annoyed, acknowledge it: “It sounds like you think my offer is way off.” This defuses tension and encourages them to open up.

  • Drop the “fair” bomb – “I want to make sure this feels fair to both of us. What makes that number feel unfair to you?” People love to think they’re being fair, and this makes them justify their price.

  • Go full Chris Voss – If they demand way more, hit them with: “How am I supposed to do that?” This forces them to negotiate against themselves.

The biggest miss for me with this book is that it felt very repetitive. Multiple times within each chapter, there were constant repetitions from previous chapters. I know that the skills build upon themselves, but it was overly repetitive in a way that suggested the author expected me to forget a concept I had read 20 pages ago and so he felt the need to reiterate it.

If sales is your game, then you’ll probably get more out of it as there are some valid techniques that could greatly improve chances of closing a deal. The book is still engaging but it may not be the definitive negotiation guide for everyone. It would be immensely better if it were just hostage negotiation stories but that would be a whole other type of book.



Source link

Leave a Comment

Your email address will not be published. Required fields are marked *