Never Split the Difference Book Summary

 

Never Split the Difference Book Summary

“Never Split the Difference” Chris Voss ki ek famous book hai jo negotiation ke powerful techniques sikhati hai. Chris Voss ek FBI hostage negotiator rahe hain, aur unhone apne experiences se yeh sikhaya ki kaise negotiation karte waqt aap maximum advantage le sakte hain.

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Key Lessons from the Book

1. “No” Ko Accept Karo

• Negotiation sirf “Yes” lene ke baare mein nahi hai.
• Jab saamne wala “No” kehta hai, iska matlab hai ki woh apne ideas par clear hai, aur ab negotiation ke liye ready hai.
• “No” se negotiation shuru hota hai, khatam nahi.

2. Mirroring (Copy Karna)

• Mirroring ka matlab hai saamne wale ke kuch words ko repeat karna.
• Isse saamne wala feel karta hai ki aap uski baat samajh rahe ho, aur woh aapke saath trust build karta hai.

3. Empathy Dikhao

• Saamne wale ke emotions aur situation ko samajhne ki koshish karo.
• Unhe yeh feel karwana zaruri hai ki aap unki baat sun rahe ho aur unki position samajh rahe ho.

4. Tactical Questions Pucho

• Open-ended questions use karo, jaise:
  • “Aap yeh kaise karna chahenge?”
  • “Mujhe samjhaiye, aapko yeh problem kaise lag rahi hai?”
• Aise questions saamne wale ko apne point of view ko detail mein batane ke liye force karte hain.

5. The Power of Silence

• Jab aap ek proposal ya point rakhte ho, toh kuch der chup raho.
• Silence saamne wale ko uncomfortable kar sakta hai aur woh apne position ko soften kar sakta hai.

6. “That’s Right” Ka Magic

• Jab saamne wala kahe “That’s right,” iska matlab hai ki aapne unki baat ko sahi se samjha.
• Is phrase ka use negotiation ko aage badhane ke liye hota hai.

7. Never Split the Difference

• “Compromise” ya “middle ground” hamesha best solution nahi hota.
• Chris kehte hain ki kabhi-kabhi aapko apne position par strongly tikna padta hai.

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Examples from the Book

• Hostage Negotiations:
  Chris apne FBI cases ke examples share karte hain, jaise kidnapping ke time kaise woh calm aur strategic ban kar hostage ki jaan bacha paaye.
• Daily Life Negotiations:
  Yeh techniques sirf FBI ke liye nahi, balki salary negotiation, business deals, aur personal conflicts ke liye bhi kaam karti hain.

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Important Quote:

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”

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Why Read This Book?

• Yeh book sikhati hai ki kaise aap emotionally intelligent aur strategic ban ke kisi bhi situation ko negotiate kar sakte hain.
• Agar aapka goal win-win nahi, balki best possible outcome lena hai, toh yeh book must-read hai.