Here’s some professional advice on how to negotiate. A few years ago, I read “Never Split the Difference: Negotiating As If Your Life Depended On It” by Chris Voss. Chris is a 24-year veteran of the FBI and one of the world’s most preeminent practitioners and professors of negotiating skills. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. The story Chris shares are profound and worth a read. Here are some key points I took from the book:
Give it a read. It will change the way you look at negotiations. Whether it is with your spouse or a project manager. As a practitioner, I cannot tell you how valuable Mr. Voss’ work has been to me.
Voss, C. (2016). Never split the difference: negotiating as if your life depended on it. First edition. New York: HarperBusiness, an imprint of HarperCollins Publishers.