Jumat, 30 September 2011

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Jurgen Klopp's Defending Tactics - Tactical Analysis and Sessions from Borussia Dortmund's 4-2-3-1, by Athanasios Terzis

Borussia Dortmund are a very successful team that focus on high tempo pressing, preventing through balls and preparing for the transition from attack to defence. Jurgen Klopp has led his Borussia Dortmund team to two Bundesliga titles, one German cup and the Champions League final in 2013. Athanasios Terzis is a UEFA 'B' licence coach and has provided a full and extensive analysis of Jurgen Klopp's Borussia Dortmund team. This tactical blueprint is explained clearly with supporting diagrams, notes and detailed descriptions. This analysis has been used to produce 14 sessions (53 practices) including functional practices, opposed/unopposed zone play, game situations and small sided games.

  • Sales Rank: #946949 in Books
  • Published on: 2015-01-13
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.69" h x .60" w x 7.44" l, 1.18 pounds
  • Binding: Paperback
  • 220 pages

Most helpful customer reviews

0 of 0 people found the following review helpful.
Five Stars
By Mario Szlafmyc
Very good for coaches

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Kamis, 29 September 2011

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House of Leaves, by Mark Z. Danielewski

Years ago, when House of Leaves was first being passed around, it was nothing more than a badly bundled heap of paper, parts of which would occasionally surface on the Internet. No one could have anticipated the small but devoted following this terrifying story would soon command. Starting with an odd assortment of marginalized youth -- musicians, tattoo artists, programmers, strippers, environmentalists, and adrenaline junkies -- the book eventually made its way into the hands of older generations, who not only found themselves in those strangely arranged pages but also discovered a way back into the lives of their estranged children.

Now, for the first time, this astonishing novel is made available in book form, complete with the original colored words, vertical footnotes, and newly added second and third appendices.

The story remains unchanged, focusing on a young family that moves into a small home on Ash Tree Lane where they discover something is terribly wrong: their house is bigger on the inside than it is on the outside.

Of course, neither Pulitzer Prize-winning photojournalist Will Navidson nor his companion Karen Green was prepared to face the consequences of that impossibility, until the day their two little children wandered off and their voices eerily began to return another story -- of creature darkness, of an ever-growing abyss behind a closet door, and of that unholy growl which soon enough would tear through their walls and consume all their dreams.

  • Sales Rank: #1200 in Books
  • Color: Black
  • Brand: Danielewski, Mark Z.
  • Published on: 2000-03-07
  • Released on: 2000-03-07
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.20" h x 1.30" w x 7.00" l, 2.60 pounds
  • Binding: Paperback
  • 709 pages

Amazon.com Review
Had The Blair Witch Project been a book instead of a film, and had it been written by, say, Nabokov at his most playful, revised by Stephen King at his most cerebral, and typeset by the futurist editors of Blast at their most avant-garde, the result might have been something like House of Leaves. Mark Z. Danielewski's first novel has a lot going on: notably the discovery of a pseudoacademic monograph called The Navidson Record, written by a blind man named Zampanò, about a nonexistent documentary film--which itself is about a photojournalist who finds a house that has supernatural, surreal qualities. (The inner dimensions, for example, are measurably larger than the outer ones.) In addition to this Russian-doll layering of narrators, Danielewski packs in poems, scientific lists, collages, Polaroids, appendices of fake correspondence and "various quotes," single lines of prose placed any which way on the page, crossed-out passages, and so on.
Now that we've reached the post-postmodern era, presumably there's nobody left who needs liberating from the strictures of conventional fiction. So apart from its narrative high jinks, what does House of Leaves have to offer? According to Johnny Truant, the tattoo-shop apprentice who discovers Zampanò's work, once you read The Navidson Record, For some reason, you will no longer be the person you believed you once were. You'll detect slow and subtle shifts going on all around you, more importantly shifts in you. Worse, you'll realize it's always been shifting, like a shimmer of sorts, a vast shimmer, only dark like a room. But you won't understand why or how. We'll have to take his word for it, however. As it's presented here, the description of the spooky film isn't continuous enough to have much scare power. Instead, we're pulled back into Johnny Truant's world through his footnotes, which he uses to discharge everything in his head, including the discovery of the manuscript, his encounters with people who knew Zampanò, and his own battles with drugs, sex, ennui, and a vague evil force. If The Navidson Record is a mad professor lecturing on the supernatural with rational-seeming conviction, Truant's footnotes are the manic student in the back of the auditorium, wigged out and furiously scribbling whoa-dude notes about life.
Despite his flaws, Truant is an appealingly earnest amateur editor--finding translators, tracking down sources, pointing out incongruities. Danielewski takes an academic's--or ex-academic's--glee in footnotes (the similarity to David Foster Wallace is almost too obvious to mention), as well as other bogus ivory-tower trappings such as interviews with celebrity scholars like Camille Paglia and Harold Bloom. And he stuffs highbrow and pop-culture references (and parodies) into the novel with the enthusiasm of an anarchist filling a pipe bomb with bits of junk metal. House of Leaves may not be the prettiest or most coherent collection, but if you're trying to blow stuff up, who cares? --John Ponyicsanyi

From Publishers Weekly
Danielewski's eccentric and sometimes brilliant debut novel is really two novels, hooked together by the Nabokovian trick of running one narrative in footnotes to the other. One-the horror story-is a tour-de-force. Zampano, a blind Angelino recluse, dies, leaving behind the notes to a manuscript that's an account of a film called The Navidson Report. In the Report, Pulitzer Prize-winning news photographer Will Navidson and his girlfriend move with their two children to a house in an unnamed Virginia town in an attempt to save their relationship. One day, Will discovers that the interior of the house measures more than its exterior. More ominously, a closet appears, then a hallway. Out of this intellectual paradox, Danielewski constructs a viscerally frightening experience. Will contacts a number of people, including explorer Holloway Roberts, who mounts an expedition with his two-man crew. They discover a vast stairway and countless halls. The whole structure occasionally groans, and the space reconfigures, driving Holloway into a murderous frenzy. The story of the house is stitched together from disparate accounts, until the experience becomes somewhat like stumbling into Borges's Library of Babel. This potentially cumbersome device actually enhances the horror of the tale, rather than distracting from it. Less successful, however, is the second story unfolding in footnotes, that of the manuscript's editor, (and the novel's narrator), Johnny Truant. Johnny, who discovered Zampano's body and took his papers, works in a tattoo parlor. He tracks down and beds most of the women who assisted Zampano in preparing his manuscript. But soon Johnny is crippled by panic attacks, bringing him close to psychosis. In the Truant sections, Danielewski attempts an Infinite Jest-like feat of ventriloquism, but where Wallace is a master of voices, Danielewski is not. His strength is parodying a certain academic tone and harnessing that to pop culture tropes. Nevertheless, the novel is a surreal palimpsest of terror and erudition, surely destined for cult status. (Mar.)
Copyright 2000 Reed Business Information, Inc.

From Library Journal
When Johnny Truant attempts to organize the many fragments of a strange manuscript by a dead blind man, it gains possession of his very soul. The manuscript is a complex commentary on a documentary film (The Navidson Record) about a house that defies all the laws of physics. Navidson's exploration of a seemingly endless, totally dark, and constantly changing labyrinth in the house becomes an examination of truth, perception, and darkness itself. The book interweaves the manuscript with over 400 footnotes to works real and imagined, thus illuminating both the text and Truant's mental disintegration. First novelist Danielewski employs avant-garde page layouts that are occasionally a bit too clever but are generally highly effective. Although it may be consigned to the "horror" genre, this novel is also a psychological thriller, a quest, a literary hoax, a dark comedy, and a work of cultural criticism. It is simultaneously a highly literary work and an absolute hoot. This powerful and extremely original novel is strongly recommended for all public and academic libraries.
-Jim Dwyer, California State Univ. Lib., Chico
Copyright 2000 Reed Business Information, Inc.

Most helpful customer reviews

939 of 984 people found the following review helpful.
For Sale By Owner
By C. Fletcher
I first heard of "House of Leaves" about a year ago on the Internet. Somebody said it was the best new horror novel they had read in years. Then when I started working at a bookstore in town, one of my new friends there told me it was the scariest book he had ever read.
All of this quite intrigued me. So I bought the book and read it over a period of about six months. It's not a quick read, or at least it wasn't for me. I had to have other, more normal, sane books going on at the same time. "House of Leaves" is over seven hundred pages long and it's loaded with literary detour signs, unespected landmines (some duds, some live), and good old "holding the book upside down in a mirror so you can read the words printed that way" fun.
"House of Leaves" is a contortionist's daydream, and a conservative reader's nightmare. I fall somewhere in the middle of the spectrum and found myself admiring the new unhallowed ground Danielewski was breaking, but at other times longing for a more conventional, satisfying structure.
This whole thing is very postmodern. The house is aware of itself as a house, and the book is aware of itself as a book. There is a story of a family moving into a house, trying to sort out its interpersonal demons, and finding that the insides of things (lives, minds, houses) can often be darker, scarier, stranger, and more convoluted than they would appear from the outsides.
That alone would have made a great book, told with inventive language and a compelling psychological subtext.
But that's just the beginning, the backstory really. "House of Leaves" is a story inside a story inside a story, etc. In fact, it puts the dizzying structure of Mary Shelly's "Frankenstein" to shame.
In "House of Leaves," there's a young guy named Johnny Truant who's acting as literary editor, presenting the compelling and disturbing scribblings and ramblings on an old man named Zampano. Zampano's papers, which are presented posthumously, recount, at times blow-for-blow, a documentary film called "The Navidson Record" of a family moving into a house which proves to be larger on the inside than it is on the outside.
There is also another editor above Johnny, who makes comments on top of Johnny's comments. Johnny finds himself wondering if the old man didn't just make up the whole story about the young family moving into the house, because Johnny is unable to find any corroborating scrap of proof that the film exists.
Of course, add into the mix that Johnny is a self-admitted fibber and story teller extroidinaire. He tells us how much fun he has making up completely bogus stories for the benefit of strangers her meets in bars.
Knowing this, the reader has to start to wonder if the old man, Zampano, even exists, or if he's just an invention of Johnny's. And if you follow that line of thinking too far, you might even start to wonder if the heavy black book you're holding exists.
This is the haunted house that's in the film that the old man made up and wrote about as if it were as real as he was, but who was really just a figment of the narrator's fertile imagination, the narrator that doesn't really exist, except on paper and in the reader's mind and imagination...so maybe none of it exists...or all of it does. Maybe the house has turned on its porch lights somewhere deep, deep inside of you, down all those twisting tunnels and swirling, dark echoing caves.
Maybe there's a sign out front. "For Sale By Owner." And under that, in small print, in French, upside down and backwards, "Buyer Beware."

202 of 218 people found the following review helpful.
a challenging read, but a fascinating one
By Kitten With a Whip
I had never heard of this book when I picked it up, and I'm glad. I actually meant to order another book from my book club, but ordered this one mistakenly. My first thought was "House of Leaves, that looks boring, maybe I can give it as a gift". Then I saw the quotes on the back by some of my favorite authors and wondered if I should give it a chance. Then I flipped through it and was interested by the way the book was put together. Then I read the description on the inside cover (which is mostly fictional) about the book being a collection of papers that circulated for a while on the internet, but had never been put together in a book format before, and the story about a house whose dimensions keep changing, and I was intrigued.
This is definitely a challenging read, in that it demands your full attention. In a couple places, it tells you to skip to the appendices and read a certain section, then return to where you were. The narrative goes back and forth between Johnny Truant's first person narrative (told in sections and footnotes) of how the book, by an elderly blind man who lived in his apartment complex and may not have been entirely sane, came into his possession and what it has done to his mind and his life, and the story told by the blind man about...about...you know, this is really a hard book for me to describe. It has stories within stories, about 800 different typefaces (it must have driven the typesetters, or whoever did the formatting at the publishing house, crazy) and formats that include interviews, bibliographiess, letters, transcripts, and even a section where there are just photographs of different scraps of paper. I probably had the most fun with the letter from Johnny Truant's mother that you actually have to take a pen and decode, because you have to take the first letter of every word and stick them together. I tried doing it my head, but was too tired, and ended up getting a pen and just taking the time to write it out and then read it. Unlike some of the unusual stuff in the book that really turned out to be meaningless or a dead end, the decoded letter turned out to be frightening (I actually had to toss the piece of paper it was written out on because I was worried someone would think I wrote it and had lost my mind).
This wasn't the scariest book I've ever read, but certain parts were very, very creepy and unsettling. Ever since I read The Legend of Hill House by Shirley Jackson, the idea of a house where the measurements don't quite add up or actually change has scared the bejeezus out of me. True, you never see a monster, but to me, what you can imagine is always scarier than anything the author can dream up-the fear of the unseen. It's what scared some people so bad about The Blair Witch Project (dang it-I was hoping I could review this book without mentioning that movie!) I'm glad I read it at home where I could give it my full attention and not have people staring at me when I turned the book sideways and upside down and even turning it in spirals to follow the bizarrely formatted text. I'm also glad I read it before I read any reviews or heard any hype about it whatsoever, unlike the Blai---arrrgh! I did it again. I did have trouble getting into "The Navidson Record", but it proved interesting. I didn't have any trouble getting into the Johnny Truant narrative--especially since the style of writing reminded me of the way Skipp and Spector used to write together (I really miss them).
Recommended for those looking for something different, or who want to read something that is engrossing enough to 'escape'. Also recommended to horror fans with an open mind. Not recommended reading, however, if you feel woozy or have a headache. For instance, every time the word 'house' is written, the typeface is slightly lighter than the rest of the text, and at first I couldn't tell if I were imagining it or not. I also made the mistake of trying to read part of the book when I was getting over an ear infection and still had some 'vertigo'- I had to put it down because rotating the book back and forth was starting to make me feel like I had the bedspins. If you're bored and want to read something different and challenging, and amusing? Definitely recommended.

153 of 170 people found the following review helpful.
Good ol' fashion head games
By A Customer
I was attracted to House of Leaves because of an article about it in Newsweek. That sent me to this site, where I found the critics polarized: Joe Pro loved it, Joe Shmoe hated it. I had to find out for myself!
If you're like me and don't usually use words such as "metafiction" and "no vivifying center," I just want to say, the book was a total hoot. At times trying, yes. But so is Monty Python--I think it takes that experimental attitude to reach the breakthrough stuff. Contrary to other reviewers, I found the central narrative genuinely eerie, much more so than anything I've read by Steven King or Dean Koontz. In some places I was turning the pages breathlessly. At the same time, I found myself chuckling with delight at pages that are typeset to match the scenes they describe. For example, in one scene where explorers are hopelessly lost, the pages feature dense footnotes in random columns -- some even printed upside-down, some backwards. As you try to puzzle out what to read next, you suddenly realize you are experiencing some of the same disorientation as the explorers. I think this is just plain old fun. The author purposely interrupts the story in places to frustrate you; saves some of the best stuff for obscure appendixes (be sure to read the letters from Johnny Truant's institutionalized Mom); and generally challenges your assumptions about what a book is supposed to do or be. At the same time, for the most part he delivers the goods in the old-fashioned narrative sense.
So, yeah, it takes a little work to read, and it's not conventional, and it's not perfect. But it's ORIGINAL. I'm REALLY glad I bought it. I enjoyed it a ton, and the emotions of the book continue to resonate with me days after finishing it. If any of you reading this enjoyed David Foster Wallace's Infinite Jest, as I did, House of Leaves is simply a must.And, if you are tired of slick, predictable stories that give you nothing to think about, I think you should give House of Leaves a chance.

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Jumat, 23 September 2011

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  • Sales Rank: #6121035 in Books
  • Published on: 1995
  • Binding: Paperback

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Kamis, 22 September 2011

[L492.Ebook] PDF Ebook International Business: A Managerial Perspective (8th Edition), by Ricky W. Griffin, Mike W. Pustay

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  • Sales Rank: #77369 in Books
  • Published on: 2014-02-02
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.90" h x 1.10" w x 8.40" l, 3.20 pounds
  • Binding: Hardcover
  • 624 pages

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0 of 0 people found the following review helpful.
Five Stars
By archaeojeff
shipped quickly and arrived as advertised

0 of 0 people found the following review helpful.
Global Business book
By April Redden
Very informative text on Global Business trends.

0 of 0 people found the following review helpful.
Four Stars
By Ann-Marie Yongho
Was accurately described on the post.

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Kamis, 15 September 2011

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(Foreword by J. Stratton Shufelt) Excellent for devotional reading, sermon illustrations, and bulletin inserts, as well as for historical or biographical research.

  • Sales Rank: #615365 in Books
  • Brand: Brand: Kregel Publications
  • Published on: 1982-06-30
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.00" h x .70" w x 6.00" l, 1.00 pounds
  • Binding: Paperback
  • 288 pages
Features
  • Used Book in Good Condition

Review
"This is inspiring true stories behind 101 favorite hymns. This collection of uplifting, informative stories behind your favorite hymns will warm your heart and revitalize your worship. Each entry comes with the hymn's full text and musical score. Perfect for devotions, sermon illustrations, bulletin inserts and introducing the tune's name, meter, and scriptural basis. Some of the well-beloved hymns include: A Mighty Fortress, How Great Thou Art, Silent Night, Holly, Holy, Holy, Amazing Grace, and It is Well With My Soul." -- Shirley Updyke "What's New on the Bookshelf" (05/01/2005)

About the Author
Kenneth W. Osbeck (MA, University of Michigan) taught for thirty-five years, first at Grand Rapids School of the Bible and Music, and then at Grand Rapids Baptist College and Seminary. He also served as music director for Children's Bible Hour, Radio Bible Class, and several churches. He is the author of several books, including the best-selling Amazing Grace: 366 Inspiring Hymn Stories for Daily Devotions; 101 Hymn Stories; Hallelujah, What a Savior!; 25 Most Treasured Gospel Hymn Stories; and Joy to the World.

Most helpful customer reviews

5 of 5 people found the following review helpful.
One of my Favorites
By Gerry
Absolutely LOVE this book. I love the old hymns, and reading about the history of each one is so interesting. Read it every night berfore going to bed and sometimes it's hard to put down.

40 of 40 people found the following review helpful.
Go beyond praise and worship
By Gary Bisaga
When I first became a Christian about 8 years ago, I somehow got the idea that praise and worship music was the truly "spiritual music" - hymns were old-fashioned, and people who enjoyed them did so because they were hide-bound by tradition. If you're thinking this now, please listen to me.
A year or so ago I heard about well-known and respected Christians like John MacArthur and Joni Eareckson Tada talk about how the old hymns were so meaningful to them and really strengthened their faith. That got me thinking: so it's not just stodgy old 80-year olds who love those old hymns. Maybe there's something to them after all.
So I got this book. And I have been so blessed by it. God has shown me that true worship is so much more than just a feeling. He wants all parts of me - my body, my soul, and my spirit - to be involved in worship. So many in churches today are satisfied with getting only their spirits involved; some want their body involved too (lifting hands, etc.); but the truly mature (I am coming to believe) also get their souls (or minds) involved. Your mind doesn't get involved when you just repeat "Isn't He" fifty times; it does when you sing (and really think about) the wonderful words to songs like "O, the Deep, Deep Love of Jesus" or "Blessed Assurance."
Both these songs and many, many more are covered in this book. Get it, sing the songs, think about what Christ has done for you, think about the circumstances of their writing. And take your worship to another level.

0 of 0 people found the following review helpful.
Interesting, but how accurate?
By R. Walters
This is an interesting book and may be rewarding for narratives about popular hymns, but there are errors in Dr. Osbeck' account of F. W. Faber's Faith of our Fathers (pp. 71 - 73), which make me suspicious of some of his other entries. The Oxford Movement was about considerably more than "better liturgical and ceremonial church services." The Movement's primary concerns were about establishing a Church identity apart from the State and research into early Christian belief and practice. High Church ceremonial, a relative term at best, was but one aspect, and one not shared by all members. Secondly, the "Fathers," capitalized in text as well as title, to which the hymn refers are not "many [Roman Catholic] leaders who were martyred during the reign of Henry VIII," but to Jesuit missionaries persecuted during the time of Elizabeth I. With all respect to Dr. Osbeck, I hope that this is the only example of a poorly researched and inaccurate entry.

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Kamis, 08 September 2011

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  • Sales Rank: #1408558 in eBooks
  • Published on: 2009-07-28
  • Released on: 2009-07-28
  • Format: Kindle eBook

Most helpful customer reviews

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Senin, 05 September 2011

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Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss, Tahl Raz

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Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss, Tahl Raz

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home.

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.

  • Sales Rank: #2398 in Books
  • Published on: 2016-05-17
  • Released on: 2016-05-17
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.00" h x .97" w x 6.00" l, .0 pounds
  • Binding: Hardcover
  • 288 pages

Review
Former FBI Hostage Negotiator Chris Voss has few equals when it comes to high stakes negotiations. Whether for your business or your personal life, his techniques work.” (Joe Navarro, FBI Special Agent (Ret.) and author of the international bestseller, What Every Body is Saying.)

Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From a former hostage negotiator - someone who couldn’t take no for an answer - which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want. (Daniel H. Pink, author of To Sell Is Human and Drive)

From the Back Cover

A field-tested, game-changing approach to high-stakes negotiations—whether in the boardroom or at home.

Never Split the Difference is a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss’s remarkable career as a hostage negotiator and later as an award-winning teacher in the world’s most prestigious business schools. From policing the rough streets of Kansas City, Missouri, to becoming the FBI’s lead international kidnapping negotiator to teaching negotiation at leading universities, Voss has tested these techniques across the full spectrum of human endeavor and proved their effectiveness. Those who have benefited from these techniques include business clients generating millions in additional profits, MBA students getting better jobs, and even parents dealing with their kids.

Never Split the Difference provides a gripping, behind-the-scenes recounting of dramatic scenarios from the gang-infested streets of Haiti to a Brooklyn bank robbery gone horribly wrong, revealing the negotiation strategies that helped Voss and his colleagues succeed where it mattered most: saving lives. As a world-class negotiator, Voss shows you how to use these skills in the workplace and in every other realm of your life.

Life is a series of negotiations: whether buying a car, getting a better raise, buying a home, renegotiating rent, or deliberating with your partner, Never Split the Difference gives you the competitive edge in any discussion.

Advance praise for Never Split The Difference

“This book blew my mind.  It’s a riveting read, full of instantly actionable advice—not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home.”—Adam Grant, Wharton Professor and New York Times bestselling author of originals and give and take

“Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator—someone who couldn’t take no for an answer—which makes it fascinating reading. But it’s also eminently practical. In these pages, you will find the techniques for getting the deal you want.”—Daniel H. Pink, bestselling author of To Sell Is Human and Drive

“Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work.”—Joe Navarro, FBI Special Agent (Ret.) and author of the international bestseller What Every Body Is Saying

“Your business—basically your entire life—comes down to your performance in crucial conversations, and these tools will give you the edge you need. . . .It’s required reading for my employees because I use the lessons in this book every single day, and I want them to, too.”—Jason McCarthy, CEO of GORUCK

 

About the Author

Chris Voss is one of the preeminent practitioners and professors of negotiation skills in the world. He is the founder and principal of The Black Swan Group, a consulting firm that provides training and advises Fortune 500 companies through complex negotiations. He currently teaches at the University of Southern California’s Marshall School of Business and Georgetown University’s McDonough School of Business, and has lectured at other leading universities, including Harvard Law School, the MIT Sloan School of Management, and Northwestern University’s Kellogg School of Management.



Tahl Raz uncovers big ideas and great stories that ignite change and growth in people and organizations. He is an award-winning journalist and co-author of the New York Times bestseller Never Eat Alone. When not researching or writing, he coaches executives, lectures widely on the forces transforming the new world of work, and serves as an editorial consultant for several national firms. He invites readers to e-mail him at tr@tahlraz.com and to visit his website at www.tahlraz.com.

Most helpful customer reviews

69 of 71 people found the following review helpful.
So good I'm tempted to keep it a secret and not tell anyone about it: a compendium of working Jedi mind tricks
By Dr Ali Binazir
WHY THIS BOOK MATTERS: We negotiate or persuade dozens of times a day. Then there’s the big stuff that changes the course of life: getting a raise; landing a job offer; buying a car or house. Most of us had no formal training in negotiation, or were taught incorrectly. This book is your secret weapon for mad success.
MAIN CONCEPT: Tactical empathy: “This is listening as a martial art, balancing the subtle behaviors of emotional intelligence and the assertive skills of influence, to gain access to the mind of another person.”
IS IT FUN TO READ: Finished it in a day. The book’s full of riveting life-and-death hostage negotiations, and Voss spins a damn good yarn.
OKAY, BUT IS IT USEFUL?: I highlighted 109 passages and took 20pp of single-spaced notes. There is so much crazy useful stuff in this book that it would be a bargain at 100x the price. For example, Voss advocates getting to “No” before getting to “Yes.” To those schooled in academic negotiation, this may seem heretical. But it makes all kinds of sense: letting your adversary say a solid “no” gives them a feeling of safety, security and control -- a great starting point to a negotiation. The technique of asking calibrated open-ended questions is pure gold (e.g. “How do I do that?” or “What’s important to you about that?”) Funny thing is that I’ve been teaching that technique for years, but only now understand *why* it works so well (thanks, Chris!).
Then there’s the step-by-step protocol for negotiating your salary and the 6-step Ackerman bargaining model. There’s mirroring: you repeat people’s words verbatim, so they feel understood. There’s labeling, where you identify the emotion behind what people are saying, thereby deepening empathy. Great quote: “Good negotiators, going in, know they have to be ready for possible surprises; great negotiators aim to use their skills to reveal the surprises they are certain exist.”
What I really like about this book was that its techniques were honed by real-life negotiations with actual bad guys. During his 24 years as FBI Lead Hostage Negotiator, time and time again Voss got people released from the grips of determined terrorists and kidnappers. If the techniques work in those critical situations, surely they’re good enough to help you negotiate a raise.
In the end, this is a book about not just being good at negotiation, but being great at life. “Never Split the Difference” is serious wisdom, every bit of it earned, conveyed with great humor, storytelling and insight. Read it to be a more effective human.
-- Ali Binazir, M.D., M.Phil., Happiness Engineer; Speaking Coach, KNP Communications; author, The Tao of Dating: The Smart Woman's Guide to Being Absolutely Irresistible

140 of 147 people found the following review helpful.
“WE’VE GOT YOUR SON. GIVE US ONE MILLION DOLLARS OR HE DIES!"
By Bassocantor
And so begins this surprising book. The author begins the book by relating his experience at a prestigious seminar at Harvard University. Several of the college's top negotiators put him on the spot to see how he would negotiate in a hypothetical hostage negotiation.

The author held his own against the expert negotiators, surprising the professors. How did he do so well? Mr. Voss explains that the methods used by the FBI were developed over time, "products of experiential learning; they were developed by agents in the field, negotiating through crisis and sharing stories of what succeeded and what failed." In other words, these tactics HAD to work. If hostage negotiators failed, people literally DIED.

The author discovered that the same techniques used in life and death situations could be generalized--they "made great sense intellectually, and they worked everywhere...In the twenty years I spent at the Bureau we’d designed a system that had successfully resolved almost every kidnapping we applied it to."

NEVER SPLIT THE DIFFERENCE is not just about tricky negotiation tactics, or ways to "outwit" your adversary in battle. Whether you are negotiating with kidnappers, or just negotiating a raise, the principles are the same. For example, people always want to be understood and accepted. "Remember you’re dealing with a person who wants to be appreciated and understood." This is true no matter the type of negotiation.

This also means careful listening, or what the author calls, the martial art of "Tactical Empathy." It's nearly impossible to listen to the other side; so, you have to deliberately change your focus: "Make your sole and all-encompassing focus the other person and what they have to say. In that mode of true active listening."

Each chapter in NEVER SPLIT THE DIFFERENCE begins with a real-life example from the author's involvement with hostage negotiations. Warning: Many of these cases are brutal, and oftentimes people are hurt, or even killed. After the real case is presented, the author then explains what negotiating techniques worked, and which didn't. At the end of each chapter, there is a nice wrap-up of the key lessons learned.

One of the key techniques recommended is to "Be a mirror." You simply try to reflect back what is said: "The intention behind most mirrors should be 'Please, help me understand.' Every time you mirror someone, they will reword what they’ve said. "

The book's title reflects the author's position that compromise, or "Splitting the Difference" is actually a lazy way to conclude a negotiation. It often gives bad results: "We don’t compromise because it’s right; we compromise because it is easy and because it saves face." However, a simple compromise is often "ineffective and often disastrous. At best, it satisfies neither side. And if you employ it with a counterpart who has a win-lose approach, you’re setting yourself up to be swindled."

Instead of taking the easy way, Chris recommends working relentlessly to see "what is really motivating the other side." The negotiation is not so much a battle, as a process of "Discovery." Figure out as much as you can about what the other sides really needs. Even when the other side says, "No," that's okay. Use that to clarify what the parties really want. Figure out the other side’s “religion," or what truly matters to them.

Finally, the Appendix contains detailed steps for preparing for an important negotiation. For instance, list your goals, as well as the negotiating "tools" you will be using. Chris explains that in the heat of discussion, you will otherwise forget your tactics.

All in all, I found NEVER SPLIT THE DIFFERENCE to be an impressive book, filled with practical knowledge, tips, and just plain WISDOM about how to deal with people. I like the fact that the tips and tactics are PROVEN techniques--not just some theoretical ideas.

If you've negotiated with kidnappers, I'm pretty sure that qualifies you as an experienced negotiator.

Advance copy for review courtesy of Edelweiss Book Distributors.

76 of 82 people found the following review helpful.
This is one of the two best books anyone can read on negotiation
By stedlaw
My bona fides: I have professionally negotiated for over thirty years. Do it daily. I've taken approximately 20 hours of graduate study in negotiation and conflict resolution. I occasionally lecture on the subject.

My rating: This is one of the two best books anyone can read on negotiation. The other is Cialdini's famous, "Influence: The Art and Science of Persuasion." While there are many good books on the subject, I can't think of any others that are as complete and useful as these.

Advice: Remember that negotiation is a practice. You will be best aided by these books by taking a chapter at a time and practice the ideas and techniques. Practice them on your family, on your colleagues and on your friends. (Forget pets. Dogs are too obliging and cats too indifferent.)

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  • Published on: 2004
  • Binding: Paperback

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