Never Split the Difference
Library · Habits and career
- Authors: Chris Voss and Tahl Raz
- FinSimLab rating: 4/5
- Reading: Easy
- Finance level: Beginner
- Published: 2016
Negotiation techniques from a former FBI hostage negotiator, applied to everyday situations.
What it covers
Voss argues that negotiating is not about splitting the difference but about understanding what the other side needs. He explains concrete techniques such as tactical listening, calibrated questions and the use of silence. It applies directly to money: asking for a raise, buying a home or renegotiating a contract.
What you will learn
- How to prepare a salary or price negotiation.
- What calibrated questions are and how to use them.
- Why a "no" can be the start of a deal.
Who it is for
People about to negotiate a salary, a mortgage, a purchase or a lease.
Concepts
Negotiation, Career and income
What you will not learn
Finance: it teaches negotiation, which you apply to your salary, a purchase or a lease.
Related Academy guides
- How to get the best mortgage rate: a practical guide
- Refinance or renegotiate your mortgage: your three options
Put it into practice
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Descriptions written by FinSimLab for educational purposes. They do not summarise the books and are not investment advice.