Bookmart لا تقسم الخلاف أبدًا: كتاب استراتيجيات التفاوض

"Never Split the Difference" is a negotiation book by Chris Voss, a former FBI hostage negotiator. The book emphasizes that negotiation is not just a rational process but deeply rooted in human psychology and emotions. It teaches techniques to build rapport, understand the other party's perspective (tactical empathy), and use targeted questions to influence outcomes. The core idea is to move beyond simple compromise and focus on collaboration to reach mutually beneficial agreements.

Key Features

• Emotional Intelligence in Negotiation: The book teaches how to use emotional intelligence in negotiation by understanding and influencing the other party's emotions to achieve your goals.
• Active Listening: The book emphasizes the importance of active listening to understand the other party's needs, which helps build trust and facilitate reaching an agreement.
• Open-ended Questions: The book encourages the use of open-ended questions that prompt the other party to reveal their needs and motivations, providing valuable information for negotiation.
• Avoiding Traditional Compromises: The book explains that splitting the difference in negotiations may not be the best solution and calls for the search for innovative solutions that meet the needs of all parties.
• Building Trust: Through active listening and empathy, the book helps build trust with the other party, increasing the chances of reaching an agreement.
• Negotiation as an Exploratory Process: The book views negotiation as an exploratory process to reach solutions that meet the needs of both parties, rather than simply a conflict.
• Using Body Language and Tone of Voice: The book explains the importance of body language and tone of voice in communicating a message effectively, with a focus on the alignment of words and body language.