This is a summary of Never Split the Difference: Negotiating as If Your Life Depended On It by Chriss Voss and Tahl Raz. Never Split the Difference is a guide to applying techniques used in hostage negotiations to personal and business negotiations. The negotiations strategies that are used now and are being taught in business schools usually focus on classic texts that don't factor emotions or irrational behavior being part of a negotiation. The name of the book relates to this: in a hostage situation, "splitting the difference" by agreeing to the release of only half of the hostages in exchange of part of the demands is never the desired result. This is a summary and analysis of the book and not the original book.
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