I Applied Never Split the Difference at Work
The Negotiation Book That Reads Like a Thriller
Chris Voss spent years as an FBI hostage negotiator and wrote a book that uses those skills to explain every negotiation from salary talks to vendor contracts. I read it in four days and immediately used the tactical empathy framework in a salary conversation I had been avoiding for three months. The result was not what I expected, but neither was my preparation before I had read the book.
The tactical empathy chapter changed how I handle hard conversations.
"The most dangerous negotiation is the one you do not know you are in.
"Chris Voss
Applying Never Split the Difference
Applicability
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Chapter
Techniques I Used From the Book
Mirroring the last three words of what someone said to prompt more disclosure
The late night FM voice to de-escalate a tense vendor call
Labeling emotions out loud to move a stalled negotiation forward
The Ackerman model for salary negotiations, one conversation still ahead
Use tactical empathy in the salary conversation I had been avoiding