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.
Donald Miller’s StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. Building a StoryBrand does this by teaching readers the seven universal story points all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures, and social media. Whether you are the marketing director of a multibillion dollar company, the owner of a small business, a politician running for office, or the lead singer of a rock band, Building a StoryBrand will forever transform the way you talk about who you are, what you do, and the unique value you bring to your customers.
In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.
It argues that organisations have lost control of the message – if they ever had it. People everywhere have found their voice. The audience no longer passively receives the message, but shares and shapes it. Broadcasting to employees is therefore becoming dangerously archaic in this digital age.
Success demands greater internal collaboration, which can only happen through genuine conversations. In an era when deference is in decline and trust in short supply, conversation also has the power to restore much needed faith and confidence in our leaders.
The book examines what the shift from cascade to conversation means for the employee communications profession – for the content we write, channels we build, measurement we undertake and the skills needed of leaders and practitioners.
Author Katie Macaulay is the managing director of AB – one of the UK’s longest established communication agencies, founded in 1964. She has a career spanning more than 20 years in corporate communications. The book includes case studies and contributions from BT, Sainsbury’s, Oxfam, B&Q, Post Office, Crossrail, HSBC, Waitrose and Coca-Cola Enterprises.
This guide includes tips, dos and don'ts, and "In Focus" features on what to do in a particular situation, plus real-life case studies demonstrate how to plan a speech, select the right visual support, and use body language. Read it cover-to-cover, or dip in and out of topics for quick reference.