书名：Never Split the Difference 强势谈判

作者：Chris Voss；Tahl Raz
出版社名称：HarperBusiness
出版时间：2018
语种：英文
ISBN：9780062872302
商品尺寸：10.6 x 1.8 x 16.8 cm
包装：平装
页数：288（以实物为准）

★战胜哈佛大学教授的10条谈判技巧。学会这些谈判策略和技巧，你也可以掌握谈判的主动权。没看这本书之前，千万不要去谈判！
★实现了从实践到理论再到实践的两次飞跃！

本书Never Split the Difference《强势谈判》从生死一线的实战谈判入手，引出应对谈判各种状况所具备的策略和技巧，落实到每个人日常生活中的真实场景，让谈判不仅仅只属于商场和战场，而是与每个人的生活息息相关。

生活本身就是一场谈判，需要我们全力以赴。书中所提到的经典谈判策略和技巧，不仅仅在专业的谈判领域可以运用，同样可以让我们在日常生活中通过学会谈判掌握人生的主动权。

媒体评论：
“令人耳目一新，故事精彩，还提供各种随时能派上用场的建议，不仅适用于高风险谈判，也适合处理工作与家中碰到的日常冲突。”──亚当·格兰特（Adam Grant），华顿商学院（Wharton）教授

“本书在不牺牲谈判力道的前提下，强调情商在人际交涉中的重要性。作者先前担任人质谈判人员，从事没有失败余地的高风险谈判工作，他的经验读来精彩万分，但同时也十分实用，让读者不再有谈不成的事。”──丹尼尔·品克（Daniel H. Pink），《未来在等待的销售人才》（To Sell Is Human）作者

“前FBI人质谈判专家克里斯•佛斯（Chris Voss）是高风险谈判的佼佼者，他的技巧也能让我们的事业和个人生活更顺利。”──乔·纳瓦罗（Joe Navarro），FBI退休特别探员，全球畅销书《FBI教你读心术》（What Every Body is Saying）作者

“你的事业──基本上人生每一个方面──都要看你在关键对话中的表现。本书提供的工具将助你一臂之力……这本书是我公司每位同仁的经典读物，我每一天都在运用书中提到的方法，希望大家都能一起来。”──杰森·麦卡锡（Jason McCarthy），GORUCK执行长

From policing the rough streets of Kansas City, Missouri, to becoming the FBI’s lead international kidnapping negotiator to teaching negotiation at leading universities, Chris Voss has tested the techniques in Never Split the Difference 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. Whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Voss shows you how to use these skills in the workplace and in every other realm of your life.

Review
“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.

“Chatty and friendly and packed with helpful resources, this is an intriguing approach to business and personal negotiations.”--Publishers Weekly

如何迅速建立和谐关系？
如何成功地说服别人？
如何营造氛围，以便安全地与风险共舞？
这本书就是答案。

Never Split the Difference《强势谈判》的作者克里斯·佛斯（Chris Voss）是身经百战的人质谈判专家，他原先在密苏里州堪萨斯城不平静的街头担任巡警，后来一路爬升成为FBI国际绑架谈判专家。

书中提供刺激的幕后故事，场景有海地的黑帮街头，也有纽约布鲁克林险些酿成悲剧的银行抢案，从作者的经历带出执法界拯救性命的谈判策略。

与恐怖份子、银行劫匪、反抗军首领谈判，不是一般人能胜任的高压工作。进行人质谈判，也无法采取一般的沟通折衷模式：“好，你手上一共有四个人质，我们各退一步，你给我两个人质，一人一半，然后这件事我们就这样算了？”这样的讨价还价是行不通的。当你谈判的筹码是人质的性命，那么你就没有任何退让的空间。如何营救人质，背后需要诸多的谈判策略与心理学分析。

无论你是家庭主妇，或是跨国企业执行长，只要需要沟通的地方，就需要谈判的技巧。佛斯整理自己在职业生涯中经过不断筛选、精益求精的技巧，带给读者这本精彩的谈判原则手册！

克里斯·沃斯（Chris Voss），FBI前国际人质危机谈判专家，世界著名的谈判理论专家和实践者，在谈判领域有20多年的丰富经验，总结了一套全新的、经过实战检验的高价值谈判策略。他同时也是黑天鹅集团的创始人和管理者。黑天鹅集团是一家为全球500强企业提供复杂谈判咨询的公司。目前克里斯·沃斯在南加州大学的马歇尔商学院和乔治敦大学的唐纳商学院任教，并在哈佛法学院、麻省理工学院斯隆管理学院和西北大学克里格管理学院等多所大学开设讲座。

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.

塔尔·拉兹（Tahl Raz），记者，《纽约时报》畅销专栏《不要一个人吃饭》（Never Eat Alone）的共同作者，同时在多家公司担任内容编辑顾问。

I was intimidated.
I’d spent more than two decades in the FBI, including fifteen years negotiating hostage situations from New York to the Philippines and the Middle East, and I was on top of my game. At any given time, there are ten thousand FBI agents in the Bureau, but only one lead international kidnapping negotiator. That was me.
But I’d never experienced a hostage situation so tense, so person al.
“We’ve got your son, Voss. Give us one million dollars or he dies.”
Pause. Blink. Mindfully urge the heart rate back to normal.
Sure, I’d been in these types of situations before. Tons of them. Money for lives. But not like this. Not with my son on the line. Not $1 million. And not against people with fancy degrees and a lifetime of negotiating expertise.
You see, the people across the table—my negotiating counterparts— were Harvard Law School negotiating professors.
I’d come up to Harvard to take a short executive negotiating course, to seeif I could learn something from the business world’s approach.
It was supposed to be quiet and calm, a little professional development for an FBI guy trying to widen his horizons.
But when Robert Mnookin, the director of the Harvard Negotiation Research Project, learned I was on campus, he invited me to his office for a coffee. Just to chat, he said.
I was honored. And scared. Mnookin is an impressive guy whom I’d followed for years: not only is he a Harvard law professor, he’s also one of the big shots of the conflict resolution field and the author of Bargaining with the Devil: When to Negotiate, When to Fight.’
To be honest, it felt unfair that Mnookin wanted me, a former Kansas City beat cop, to debate negotiation with him. But then it got worse. Just after Mnookin and I sat down, the door opened and another Harvard professor walked in. It was Gabriella Blum, a specialist in international negotiations, armed conflict, and counterterrorism, who’d spent eight years as a negotiator for the Israeli National Security Council and the Israel Defense Forces. The tough-as-nails IDF.
On cue, Mnookin’s secretary arrived and put a tape recorder on the table. Mnookin and Blum smiled atme.
I’d been tricked.
“We’ve got your son, Voss. Give us one million dollars or he dies,” Mnookin said, smiling. “I’m the kidnapper. What are you going to do?”
I experienced a flash of panic, but that was to be expected. It never changes: even after two decades negotiating for human lives you still feel fear. Even in a role-playing situation.