Never Split the Difference (Chris Voss) — Book Summary

Kamaljeet Verma

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May 2, 2022

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The book in five sentences

1. Practice Active Listening techniques like Mirroring (reiterating keywords of the sentences your counterpart says), Silences and Late Night FM DJ Voice (declarative, soothing and downward-inflecting voice) to build trust with your counterpart.
2. Through Labeling (speak your counterpart’s perspective aloud in an Accusation audit) use Tactical Empathy to recognize the other side’s feelings and gain trust.
3. No is the start of any negotiation and strive for “That’s right” instead of “Yes / You are right” at every stage of a negotiation.
4. Ask calibrated questions that begin with How or What to gently say No and to get your counterparts to bid against themselves.
5. Use the Ackerman system to bargain effectively and also learn to find and use those most rare Black Swans (things that may occur that were were previously thought of as impossible or were never thought of at all) to achieve amazing deals.