Leadership Book Club: Never Split the Difference by Chris Voss

Mike and Kristen break down Chris Voss's game-changing book on negotiation, Never Split the Difference. As a former FBI hostage negotiator, Voss brings street-smart tactics that work in real-world situations, not just theory. The couple explores how these techniques—from using the late-night FM DJ voice to mastering the power of "no"—can transform both business and personal interactions. Mike shares his experience applying these methods in restaurant management, while Kristen connects the dots between negotiation tactics and improv techniques. They unpack why getting to "yes" isn't always the goal and how understanding your negotiating style (are you an Accommodator, Analyst, or Assertive?) can make or break your success.

Highlights:

• The psychology behind the "late-night FM DJ voice" and why tone matters more than you think
• Why "no" is more powerful than "yes" and how to use it to your advantage
• The three negotiating styles: Accommodator, Analyst, and Assertive - and how to work with each
• Why asking "How am I supposed to do that?" can be your secret weapon
• The power of tactical empathy and why labeling emotions works
• Getting to "that's right" instead of "you're right" - and why the difference matters
• Using the Ackerman model for pricing negotiations (start at 65% and work up strategically)
• How to prepare a negotiation one-sheet that sets you up for success

Links & Resources Mentioned:

• Never Split the Difference by Chris Voss 
• Getting to Yes by Roger Fish and William Ury
• Thinking, Fast and Slow by Daniel Kahneman 
• Influence by Robert Cialdini
• How to Win Friends and Influence People by Dale Carnegie
• The First 90 Days by Michael D. Watkins
• Jefferson Fisher on Instagram for negotiation tips
• Previous Episode: The Coaching Habit

Podcast Website: www.loveandleadershippod.com
Instagram: @loveleaderpod

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Kristen: https://www.linkedin.com/in/kristenbsharkey/
Mike: https://www.linkedin.com/in/michael-s-364970111/

Learn more about Kristen's leadership coaching and facilitation services: http://www.emboldify.com