Library › Marketing & Sales Shelf
The Thimbles Summary
Never Split the Difference
The book in one sentence
Negotiation is driven by emotion, not logic, so the best results come from understanding how the other side feels and steering the conversation through careful listening and well-chosen questions.
Who it's for
Founders, salespeople, managers and anyone who negotiates over salaries, contracts, prices or family decisions, which is to say almost everyone.
The big idea
Voss spent years as the FBI’s lead international kidnapping negotiator. He argues that the classic, rational model of negotiation taught in business schools assumes people are logical deal-makers. In reality, people are emotional and irrational, and the most powerful tool is tactical empathy: understanding and naming the other person’s feelings and perspective, so that they feel heard and become more open. Splitting the difference, meeting halfway, often produces a poor result for both sides.
The full summary continues with the five ideas worth keeping, three things to try this week, the 5-minute deep dive and our full verdict, as a PDF to keep.
Get this summary · €1.99
Also available in: Polski · Română · Español · Português (Brasil) · Français · Italiano · Deutsch · ไทย