The fourth book in my challenge was recommended to me by Bob Coppedge. Bob is the CEO and founder of Simplex-IT, an IT consulting firm in Hudson, Ohio.

Title: Never Split the Difference: Negotiating As If Your Life Depended On It

Author: Chris Voss

Read from January 6 to January 10

You might think that the situations which one of the premier FBI hostage negotiators would find himself in would not apply to something as simple as, say, negotiating the price of a new car or even a new job.

You would be wrong.

Chris Voss spent almost a quarter century with the FBI handling crisis negotiations both domestic and abroad. Since leaving the Bureau, Mr. Voss has gone on to found The Black Swan Group, a company focused on negotiation services for individuals, teams, and corporations. Mr. Voss also teaches classes and holds talks about the negotiation process. In short, Chris Voss is an expert when it comes to negotiation methods. As a result, Never Split the Difference is an incredibly useful book.

In Never Split the Difference, Mr. Voss uses his personal experience, including stories of both successful and failed negotiation experiences, to pass on nine principles of negotiation which will make readers better negotiators themselves. Reading this book, I remembered techniques I had learned about in the past, such as actively listening to the other side of the negotiation, while also learning about how using “no” effectively can get the negotiation to the “yes” I am looking for. I think it’s safe to say that Chris Voss successfully persuaded me to be a better negotiator and I look forward to using these skills in the future, both at work and in my personal life.

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