✔ Never Split the Difference: Negotiating as if Your Life Depended on It

✓ Jetzt Bücher Job & Karriere online bestellen! im Test 2020 Never Split the Difference: Negotiating as if Your Life Depended on It 

Startup! 33 Guerilla Geschäftsideen: ...die NOCH niemand umgesetzt hatSo sehr ich das Harvard-Konzept schätze, haftet dem Buch doch etwas akademischer Staub an. Wer schon mal mit Leuten verhandelt hat, die Fairplay für ein Schimpfwort halten oder vielleicht sogar narzisstisch sind, der weiß, wie unberechenbar und skurril solche Verhandlungen ablaufen können. Genau an diesem Punkt setzt das Buch von Chris Voss an. Als ehemaliger FBI-Negotiator ging es bei seinen Verhandlungen meistens um Leben oder Tod, denn seine Verhandlungspartner waren meistens Kriminelle oder Wahnsinnige. In diesem Kontext sind seine "Techniken" und Konzepte entstanden. Manche der Techniken dürften NLPlern von der Theorie her übrigens bekannt sein. Dies ist eines der Bücher, das ich immer wieder gerne verschenke, weil es "streetwise" UND sehr unterhaltsam geschrieben ist. 

I believe the book teaches very important basics to consciously apply empathy so that you understand your counterpart and have an idea what and who you are dealing with.I feel like the book aims to address sales people however the teachings of this can be applied anywhere in life not only sales. I myself work in the enterprise technical support area and deal with people over the phone. No eye contact, I'm unable to read body language but I can definitely recognize frustration and have to apply active listening a lot. The book underlines the importance of tonality which is really important in my case just as in his case as hostage negotiator.Very often I deal with stubborn customers who would not provide important information(not confidential) that would help solve their problems and had difficulties getting what I needed and customer was mandated to provide anyway. Important is how you get that information on a diplomatic way or the ugly way.I also applied the teachings at restaurants or any other store or at the market for example.Definitely works with my children and family and friends so definitely advise the book.I should not rely solely on this book for sales negotiations because I'm sure that is more complex but definitely a good way to start practicing.Good luck