000			02837nam a22003251i 4500
999			_c176038 _d176038
003			OSt
005			20200119111359.0
008			200119t20162016nyu||||gr|||| 001 0 eng d
020			_a9780062872302 _cRM 39.90 _qpaperback
040			_aPPAK _beng _cPPAK _erda
082	0	4	_223 _a158.5
090	0	0	_a158.5 _bVOS _dG
100	1		_aVoss, Christopher, _d1942-, _eauthor
245	1	0	_aNEVER SPLIT THE DIFFERENCE : _bNEGOTIATING AS IF YOUR LIFE DEPENDED ON IT / _cCHRIS VOSS WITH TAHL RAZ
264		1	_aNew York : _bHarper Business, _c2016.
264		4	_c©2016.
300			_a viii, 274 pages ; _c17 cm
336			_atext _2rdacontent
337			_aunmediated _2rdamedia
338			_avolume _2rdacarrier
500			_aIncludes index.
505			_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			_a A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations 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 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, revealing the skills that helped Voss and his colleagues succeed when it mattered most. In this practical guide, he shares nine effective principles 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, haggling over 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.
650		0	_aNegotiation
650		0	_aHostage negotiations
650		0	_aPersuasion (Psychology)
650		0	_a Negotiation in business
700	1		_aRaz, Tahl, _eauthor
942			_2ddc _cB