000 04296cam a2200469 i 4500
001 950202672
003 OCoLC
005 20210419163734.0
008 160520s2016 nyu bf 001 0 eng
010 _a2016020809
020 _a9780062407801
_q(hardback)
020 _a0062407805
_q(hardback)
035 _a(OCoLC)950202672
_z(OCoLC)919341778
_z(OCoLC)948567628
_z(OCoLC)980607953
_z(OCoLC)1014384327
_z(OCoLC)1035036595
_z(OCoLC)1043936707
037 _bHarpercollins, 53 Glenmaura National Blvd Ste 300, Moosaic, PA, USA, 18507-2132
_nSAN 200-2086
040 _aDLC
_beng
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042 _apcc
043 _an-us---
050 0 0 _aBF 637 .N4
_bV67 2016
082 0 0 _a158/.5
_223
092 _a158 Vos
100 1 _aVoss, Chris
_c(Negotiator),
_eauthor.
_96414148
245 1 0 _aNever split the difference :
_bnegotiating as if your life depended on it /
_cChris Voss with Tahl Raz.
250 _aFirst edition.
264 1 _aNew York :
_bHarperBusiness, an imprint of HarperCollins Publishers,
_c[2016]
300 _aviii, 274 pages ;
_c24 cm.
336 _atext
337 _aunmediated
338 _avolume
504 _aIncludes bibliographical references (pages 259-262) and index.
505 0 _aThe new rules : how to become the smartest person ... in any room -- Be a mirror : how to quickly establish rapport -- Don't feel their pain, label it : how to create trust with tactical empathy -- Beware "yes", master "no" : how to generate momentum and make it safe to reveal the real stakes -- Trigger the two words that immediately transform any negotiation : how to gain permission to persuade -- Bend their reality : how to shape what is fair -- Create the illusion of control : how to calibrate questions to transform conflict into collaboration -- Guarantee execution : how to spot the liars and ensure follow-through from everyone else -- Bargain hard : how to get your price -- Find the black swan : how to create breakthroughs by revealing the unknown unknowns.
520 _aPublisher's description: Never Split The Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss's remarkable career as a hostage negotiator and later as an award-winning teacher in the world's most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI's lead international kidnapping negotiator, to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids. Never Split The Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life. Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split The Difference gives you the competitive edge in any discussion.
650 0 _aNegotiation.
_988449
650 0 _aNegotiation in business.
_988450
650 2 _aNegotiating.
_96414149
655 4 _aNonfiction.
_95714151
655 7 _aHandbooks and manuals.
_2fast
_95705141
655 7 _aHandbooks and manuals.
_2lcgft.
_95705141
700 1 _aRaz, Tahl,
_eauthor.
_953709
776 0 8 _iOnline version:
_aVoss, Christopher, 1942-
_tNever split the difference.
_bFirst edition.
_dNew York, NY : HarperBusiness, [2016]
_z9780062407818
_w(DLC) 2016023794.
907 _a.b343536614
942 _2ddc
_cBOOK
999 _c360542
_d360542