Never Split the Difference
Autor Chris Voss, Tahl Razen Limba Engleză Hardback – 17 mai 2016
Considerăm că autoritatea lui Chris Voss în domeniul persuasiunii este incontestabilă, având în vedere cariera sa de decenii ca negociator șef pentru răpiri internaționale în cadrul FBI. Experiența sa pe străzile dure din Kansas City și, ulterior, în fața unor teroriști sau spărgători de bănci, formează fundamentul acestui manual de supraviețuire în afaceri. Notăm cu interes cum autorul reușește să transforme tactici utilizate în situații de viață și de moarte în instrumente pragmatice pentru sala de consiliu. Never Split the Difference se poziționează pe linia practică a lucrării The Secrets of Gaining the Upper Hand in High Performance Negotiations, dar cu un focus distinct pe inteligența emoțională aplicată sub presiune extremă. Cititorul va învăța să folosească „empatia tactică” nu ca pe un gest de curtoazie, ci ca pe o unealtă de control al discuției. Spre deosebire de abordările teoretice, Voss propune nouă principii contraintuitive care demontează mitul compromisului — de unde și titlul categoric al cărții. În contextul operei sale, acest titlu reprezintă punctul culminant al filozofiei lui Voss, dezvoltând temele explorate în Empathy and Understanding In Business. Dacă în lucrările anterioare punea accent pe fundamentele relaționale, aici livrează un set de execuție precis. Credem că forța acestui text rezidă în capacitatea de a demonstra că negocierea nu este un proces logic, ci unul profund psihologic, unde oglindirea, etichetarea emoțiilor și tăcerea strategică valorează mai mult decât orice argument rațional.
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Specificații
ISBN-10: 0062407805
Pagini: 274
Dimensiuni: 159 x 233 x 27 mm
Greutate: 0.44 kg
Editura: Harper Collins Publ. USA
Colecția HarperBusiness
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De ce să citești această carte
Recomandăm această carte oricărui profesionist care dorește să obțină rezultate superioare fără a sacrifica relațiile pe termen lung. Veți câștiga un avantaj competitiv imediat în negocierea salariului, a contractelor cu furnizorii sau chiar în discuțiile personale. Este o lecție magistrală despre cum să asculți activ pentru a dezarma interlocutorul și cum să spui „nu” într-un mod care să genereze progres, nu conflict.
Despre autor
Chris Voss este unul dintre cei mai respectați experți în negociere din lume, având o carieră de 24 de ani în cadrul FBI. A servit ca negociator principal în cazuri de răpire internațională, gestionând crize complexe pe tot globul. După retragerea din serviciul public, a fondat The Black Swan Group, o firmă de consultanță care aplică lecțiile de salvare a vieților în mediul de business. Este, de asemenea, un profesor premiat, predând strategii de negociere la universități de top precum Harvard și Georgetown, integrând rigoarea academică cu realitatea brută a terenului.
Descriere scurtă
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home.
** A Wall Street Journal Bestseller **
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
Textul de pe ultima copertă
A field-tested, game-changing approach to high-stakes negotiations—whether in the boardroom or at home.
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.
Advance praise for Never Split The Difference
“This book blew my mind. It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.”—Adam Grant, Wharton Professor and New York Times bestselling author of originals and give and take
“Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator—someone who couldn’t take no for an answer—which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want.”—Daniel H. Pink, bestselling author of To Sell Is Human and Drive
“Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work.”—Joe Navarro, FBI Special Agent (Ret.) and author of the international bestseller What Every Body Is Saying
“Your business—basically your entire life—comes down to your performance in crucial conversations, and these tools will give you the edge you need. . . .It’s required reading for my employees because I use the lessons in this book every single day, and I want them to, too.”—Jason McCarthy, CEO of GORUCK
Recenzii
Chatty and friendly and packed with helpful resources, this is an intriguing approach to business and personal negotiations. — Publishers Weekly
Notă biografică
Chris Voss is one of the preeminent practitioners and professors of negotiation skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. He currently teaches at the University of Southern California's Marshall School of Business and Georgetown University's McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University's Kellogg School of Management.
Descriere
"This book blew my mind." (Adam Grant, bestselling author of Originals). A former FBI hostage negotiator offers a new, field-tested approach to negotiating - effective in any situation. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists.
Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake. Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion. "Filled with insights that apply to everyday negotiations." (Business Insider).
"Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work." (Joe Navarro, former FBI Special Agent and bestselling author of What Every BODY is Saying).