Å·±¦ÓéÀÖ

In 2018 I bought this at betterworldbook.com for AR$219 (around 10USD) among other books on leadership and innovation. As it usually happens when you buy books online, I felt a little disappointed: having read a couple of books on negotiation and studied the subject during my major I didn’t find so many new ideas.

The most useful chapter for me was the appendix in which he teaches how to prepare a negotiation one sheet. There he summarizes the most important parts of the book. Short, straight to the point with useful advice. Definitely you don’t need to read the whole 250 pages because there are many stories of the author's life at the FBI that you can happily skip. Fortunately, at the end of each chapter you will find “Key lessons� and maybe reading only them will get you 80% of this book’s value. Some concepts are common sense like "listen more than talk" or vague and difficult to capture like suggesting using “a FM voice�. Maybe for an online course with examples but hard to teach it on paper. Others are directly wrong, like citing the famous Mehrabian 55-37-7 rule that we already know has no scientific proof behind. A few ones are worth giving them a try: positive and negative leverage, the different types of negotiators (analyst, accommodator, assertive), labeling, summary or how to understand and use the different “yes� and “no’s� for example.

In summary, I think the overall premise of the book is wrong: having experience negotiating in life threatening situations doesn't qualify Chris Voss to teach you how to ask for a raise, advance in your professional care or make a sale. Hence, if you read only one book on negotiation there are probably other ones shorter and more useful or maybe a Coursera/Udemy training with video and audio can be a better option for this type of content.