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Summary
Never Split the Difference is a negotiation guide based on the author's experiences as an FBI hostage negotiator. The book describes a series of techniques to gain the upper hand in negotiations, including active listening, empathy, and calibrated questions. The author argues that the most effective way to negotiate is to focus on understanding the other person's perspective and motivations by using tools like mirroring and labeling. He also stresses the importance of saying "no" and avoiding the temptation to compromise, as well as understanding the hidden "black swan" information that can often change the course of negotiations. The author provides examples of successful negotiations using these techniques in various settings, from business deals to hostage situations, and emphasizes the importance of preparation, persistence, and emotional intelligence when negotiating.
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