Never Split the Difference: Negotiating as If Your Life Depended on It

Best book on negotiation. Application of the FPI experience of negotiations with terrorists and psychopaths to business and personal life.

About the author’s mindset:

Our techniques were the products of experiential learning … negotiating through crisis and sharing stories of what succeeded and what failed. It was an iterative process, not an intellectual one, as we refined the tools we used day after day.

What was the difference between bank robbers who took hostages and CEOs who used hardball tactics to drive down the price of a billion-dollar acquisition? After all, kidnappers are just businessmen trying to get the best price.