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The definitive playbook for any negotiation situation, by the FBI's former lead hostage negotiator.

A former FBI hostage negotiator offers a new, field-tested approach to negotiating – effective in any situation.
‘RivetingAdam Grant‘Stupendous The Week
Brilliant’ Guardian

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – when people’s lives were at stake.

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

‘My pick for book of the year.’ Forbes
Who better to learn [negotiation] from than Chris Voss, whose skills have saved lives and averted disaster?’ Daily Mail

Filled with insights that apply to everyday negotiations.’ Business Insider
‘It’s rare that a book is so gripping and entertaining while still being actionable and applicable.’ Inc.
‘A business book you won’t be able to put down.’ Fortune


Filled with insights that apply to everyday negotiations.

Business Insider

Negotiation, as someone once said, is 'the art of letting someone else have your own way'. It's an art well worth learning. And who better to learn from than Chris Voss, whose skills have saved lives and averted disaster?

Daily Mail

A brilliant book.

Sharmadean Reid, Guardian

A stupendous book.

The Week

As an FBI hostage negotiator, Chris Voss has come face-to-face with all sorts of criminals, including kidnappers, bank robbers, and terrorists. In this book, he teaches negotiation tactics that you can use even if your life depended on it.

Ultimate Business Book List, Fortune

A master of persuasion.


A master negotiator . . . [Voss] draws from his high-stakes hostage negotiation experience to teach the same skills to the business world.


It's rare that a book is so gripping and entertaining while still being actionable and applicable, especially with business books. Every few pages I read, I found myself writing down negotiation tips and ideas I wanted to test with our sales team and clients.


Every so often, you read a book that becomes a part of you. For some, it's a childhood-defining series like Harry Potter. Others find themselves in poetry or memoirs. My recent pivotal read was Chris Voss's Never Split the Difference . . . He showed me the importance of selling solutions to customers' problems rather than simply features. Along the way, he refined my communication style in everything from high-stakes negotiations to cold emails.


This book blew my mind. It’s a riveting read, full of instantly actionable advice – not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.

Adam Grant, Wharton professor and bestselling author of ORIGINALS and GIVE AND TAKE

My pick for book of the year.

Kevin Kruse, Forbes

Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator – someone who couldn’t take no for an answer – which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want.

Daniel H. Pink, bestselling author of TO SELL IS HUMAN and DRIVE

Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work.

Joe Navarro, former FBI Special Agent and bestselling author of WHAT EVERY BODY IS SAYING

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Formats & editions

  • Paperback


    May 29, 2017

    Random House Business

    288 pages

    RRP $22.99

    Online retailers

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    Find your local bookstore at booksellers.org.au

  • EBook


    May 19, 2016

    Cornerstone Digital

    288 pages

    Online retailers

    • Amazon Kindle AU
    • iBooks
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    • Kobo Ebook
    • Booktopia
    • eBooks