Never Split the Difference: Negotiating As If Your Life Depended On It

"Never Split the Difference" by Chris Voss is a valuable book - one that I find I turn to again and again - because the techniques and strategies Voss' outlines are applicable in a wide range of legal contexts. Voss provides practical advice on how to deal with difficult or hostile negotiators, how to handle emotional situations, and how to build trust and credibility.

The following is a collection of some of the phrases used by Voss to achieve better outcomes in Negotiations: 

• "How am I supposed to do that?" - (Chapter 1, p. 3) This question can be used to challenge the other party's proposal and push them to search for other solutions.
• "What's the objective?" - (Chapter 7, p. 154) This question can be used to clarify the other party's goals and interests.
• "What do you mean by that?" - (Chapter 2, p. 45) This question can be used to clarify the meaning behind the other party's statements and avoid misunderstandings.
• "What's the biggest challenge you're facing?" - (Chapter 7, p. 178) This question can be used to identify the other party's pain points and uncover opportunities for creative solutions
• "It seems like you're saying..." - (Chapter 7, p. 114) This phrase can be used to mirror the other party's words and show that you are actively listening and trying to understand their position.
• "I'm sorry, but..." - (Chapter 8, p. 181) This phrase can be used to acknowledge the other party's concerns or feelings while still making your own position clear.
• "How can we solve this problem together?" - (Chapter 7, p. 154) This question can be used to encourage a collaborative approach to problem-solving and build trust and rapport with the other party.

Never Split the Difference: Negotiating As If Your Life Depended On It  Voss, Christopher. Contributors: Raz, Tahl.  2016, Book , viii, 274 pages     ISBN: 9780062407801