After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.
"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."
--Tom Hopkins, author of How to Master the Art of Selling
"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."
-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor
"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."
--Alan Weiss, Ph.D., author Million Dollar Consulting
"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure."
--Dottie Walters, author of Speak & Grow Rich
"A no-nonsense approach to building your business through relationships."
--Jane Applegate, syndicated Los Angeles Times columnist
BEFORE HE COULD FORGE A BAND OF ELITE WARRIORS... HE HAD TO BECOME ONE HIMSELF.
Brandon Webb's experiences in the world's most elite sniper corps are the stuff of legend. From his grueling years of training in Naval Special Operations to his combat tours in the Persian Gulf and Afghanistan, The Red Circle provides a rare and riveting look at the inner workings of the U.S. military through the eyes of a covert operations specialist.
Yet it is Webb's distinguished second career as a lead instructor for the shadowy "sniper cell" and Course Manager of the Navy SEAL Sniper Program that trained some of America's finest and deadliest warriors-including Marcus Luttrell and Chris Kyle-that makes his story so compelling. Luttrell credits Webb's training with his own survival during the ill-fated 2005 Operation Redwing in Afghanistan. Kyle went on to become the U.S. military's top marksman, with more than 150 confirmed kills.
From a candid chronicle of his student days, going through the sniper course himself, to his hair-raising close calls with Taliban and al Qaeda forces in the northern Afghanistan wilderness, to his vivid account of designing new sniper standards and training some of the most accomplished snipers of the twenty-first century, Webb provides a rare look at the making of the Special Operations warriors who are at the forefront of today's military.
Explosive, revealing, and intelligent, The Red Circle provides a uniquely personal glimpse into one of the most challenging and secretive military training courses in the world.