Book Review: Never Split the Difference by Chris Voss - A Business Development Perspective Reading has always been a crucial part of my professional

Reading has always been a crucial part of my professional growth, particularly in sales and business development. The insights I’ve gained from books have been instrumental in helping me excel in my career. Over the next few months, I want to share some of the books I’m reading and offer summaries from a business development point of view. Hopefully this helps others in similar roles decide whether these books are a good investment of their time and to highlight key lessons that can be applied in their work. Selfishly, writing these reviews also helps me reinforce what I’ve learned, making it easier to put these lessons into practice.

Book Review: Never Split the Difference by Chris Voss

The first book I’m reviewing is Never Split the Difference by Chris Voss. Chris Voss is a former FBI hostage negotiator, which means he’s used to negotiating in situations where lives are on the line. This experience gives him a unique perspective on negotiation, which he shares in this book. The techniques he describes can be very useful in business development, where negotiation is often a key part of the job.

Here are some of the key lessons I took from the book, which I believe can be applied immediately in the world of business development.

1. Mirroring: Building Connection and Trust

Mirroring is a psychological technique often used in sales to build rapport and trust. Voss explains how mirroring someone’s words or actions can help break down barriers and create a connection. For instance, in a negotiation, if the other person says, "We need to make sure the venue’s value is reflected in the price," you might respond with, "I understand that you want the venue’s value to be reflected in the price." By repeating their words, you show that you’re listening, which can make the other person more willing to work with you.

In business development, mastering mirroring can be very useful. It helps you create a sense of empathy and understanding, which can make negotiations go more smoothly.

2. "That’s Right" vs. "You’re Right": Encouraging Ownership

Voss talks about the difference between getting someone to say "That’s right" versus "You’re right." When someone says "That’s right," they feel like they own the idea. This can be achieved by summarising their points in a way that makes sense to them. For example, after discussing their concerns, you might say, "So, what you’re saying is that the key issue is making sure the venue is fully booked to justify the cost?" When they respond with "That’s right," it shows they feel understood, which can make them more likely to agree with your proposals.

In business development, this technique not only builds trust but also makes the other person feel more comfortable with the direction of the negotiation.

3. Using the Word "Fair"

Voss suggests that it’s important to establish fairness early in a negotiation. By saying something like, "I want this deal to be fair for both of us," you set a positive tone and build trust. It also makes it harder for the other person to push for something unfair without seeming unreasonable.

For those in sales and business development, using the concept of fairness can help keep negotiations balanced and make sure both sides feel satisfied with the outcome.

4. Extreme Anchoring: Setting the Negotiation Baseline

One of the most interesting strategies in the book is extreme anchoring. This means starting with an offer that is deliberately extreme, but within a realistic range. For example, if your budget for a project is ￡30,000, you might start by suggesting ￡10,000. This low anchor can set the tone for the negotiation, making your final offer seem more reasonable as the other person works their way up from the initial figure.

In business development, extreme anchoring can be a useful tactic when negotiating prices or terms. It gives you a psychological advantage, making your actual position seem more attractive by comparison.

Final Thoughts

Never Split the Difference is full of practical advice that can be directly applied to business development and negotiation. Voss’s insights are straightforward and easy to implement. However, I found that I needed to take my time with the book, as some of the concepts required careful thought. If you, like me, sometimes find it hard to stay focused while reading, I recommend taking notes and revisiting key ideas to make sure they stick.

If your job involves negotiation—whether in sales, business development, or any other field—this book is a must-read. The techniques you learn can help you achieve better outcomes in your negotiations, leading to greater success in your role.

I highly recommend giving Never Split the Difference a read and trying out the techniques in your own work.