Authors and thinkers
Author

Chris Voss

6 key ideas, each explained in our own words.

Never Split the Difference

  1. IDEA 1

    Tactical empathy

    Understand the other side's feelings and perspective, and show you understand. People who feel heard become more flexible.

  2. IDEA 2

    Mirroring

    Repeat the last few words someone said, as a question. It keeps them talking and reveals information.

  3. IDEA 3

    Labelling

    Name their emotions: "It seems like you're frustrated." Labelling defuses negative feelings and builds trust.

All 6 ideas from Never Split the Difference →

Go deeper with Chris VossAsk questions, argue with the ideas and practise using them, free.

Open in the app