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In 'Never Split the Difference,' Chris Voss introduces 'The New Rule of Negotiation,' which emphasizes that true negotiation is not about compromise but about understanding emotions and building connections. Voss, drawing from his experience as an FBI hostage negotiator, advocates for 'Tactical Empathy' to foster cooperation and achieve better outcomes. The key takeaway is that effective negotiation relies on emotional intelligence rather than simply splitting the difference.

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3 views1 page

Sec Assignment Change

In 'Never Split the Difference,' Chris Voss introduces 'The New Rule of Negotiation,' which emphasizes that true negotiation is not about compromise but about understanding emotions and building connections. Voss, drawing from his experience as an FBI hostage negotiator, advocates for 'Tactical Empathy' to foster cooperation and achieve better outcomes. The key takeaway is that effective negotiation relies on emotional intelligence rather than simply splitting the difference.

Uploaded by

sanskritik290
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

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Never split the difference

In Chris Voss's book ”never split the difference” the idea that I found most
interesting is what he calls "The New Rule of negotiation” i.e; chapter 1. This
concept completely changes the way we think about negotiation. Normally, we
think that negotation means finding a middle path i.e; Splitting the difference, but
according to Voss, this approach is wrong because compromise is not about
solution. Due to that we don't find the best result on both side.

Voss says- negotiation is not just about game but it's also an emotion and
psychology. when he was an FBI hostage negotiator, he encountered situation
where half solution would not work. He wanted a complete result without losing
anything. There he learnt that the best negotiator is not the one who talks too
much but one who understand, listen patiently and influence his decision after
understanding the emotion of other person.

His “New Rule” taught us- firstly there is very necessary to make connections in
negotiation. When you listen honestly to another person and understand their
emotions, they feel safe and willing to corporate with you. Voss has coined this term
‘Tactical Empathy’ meaning using empathy strategically so that the other person
agree with you without feeling pressured. I found this concept particularly
interesting, because it applies everywhere. Either it’s a business meeting or a class
discussion. Negotiation isn’t just about winning; it’s about the process of
understanding.

In simple words, the new rule of negotiation states that instead of compromising,
we should use our emotional intelligence to gain trust of others.

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