Summary of Never Split the Difference by Chris Voss and Tahl Raz

Never Split the Difference aims to provide a comprehensive guide to negotiating theory and strategy, giving you the tools you need to negotiate successfully. Voss’s thesis is that good negotiation happens on the emotional level of the brain, not the rational level. Your job as a negotiator, Voss argues, is to practice and display empathy toward your counterpart by understanding their emotions, learning to see the situation from their point of view—and, ultimately, getting them to feel comfortable enough with you to let their emotional guard down.<br/>In this guide, we’ve supplemented Voss’s ideas with findings from outside research and incorporated insights from other key negotiation texts—like Roger Fisher and William Ury’s Getting to Yes and Robert Axelrod’s The Evolution of Cooperation—to give readers a more balanced and nuanced perspective on negotiation and evaluate how Voss’s findings square with those of other acknowledged experts on the field. <br/>Why "Summary Land" summary books?<br/>- Read in time with less time.<br/>- No personal opinions, we only analyze the author's work.<br/>- Because we believe reading more you can do more.<br/><br/><br/>Disclaimer: This is an unauthorized book summary. We are not affiliated or sponsored by the original authors or publishers in anyway. We encourage purchasing the original books and our summary book for for your active learning.