/never-split-difference

name: never-split-difference
description: "Master FBI hostage negotiation techniques adapted for business. Apply Chris Voss' proven methods to close deals, handle objections, and negotiate from a position of strength. Use when: **High-stakes negotiations** where outcomes matter significantly; **Difficult conversations** with clients, vendors, or partners; **Price negotiations** when you need to hold firm; **Conflict resolution** between team members or stakeholders; **Sales objections** that standard techniques don't resolve"
license: MIT
metadata:
  author: ClawFu
  version: 1.0.0
  mcp-server: "@clawfu/mcp-skills"

Never Split the Difference

> Master FBI hostage negotiation techniques adapted for business. Apply Chris Voss' proven methods to close deals, handle objections, and negotiate from a position of strength.

When to Use This Skill

• **High-stakes negotiations** where outcomes matter significantly
• **Difficult conversations** with clients, vendors, or partners
• **Price negotiations** when you need to hold firm
• **Conflict resolution** between team members or stakeholders
• **Sales objections** that standard techniques don't resolve
• **Contract negotiations** with enterprise clients

Methodology Foundation

| Aspect | Details | |--------|---------| | **Source** | Chris Voss - Never Split the Difference (2016) | | **Core Principle** | "Negotiation is not about winning. It's about discovering the other side's world and using that to get what you need." | | **Why This Matters** | Traditional negotiation teaches compromise. FBI techniques show that understanding emotions and tactical empathy create better outcomes for everyone. |

What Claude Does vs What You Decide

| Claude Does | You Decide | |-------------|------------| | Structures production workflow | Final creative direction | | Suggests technical approaches | Equipment and tool choices | | Creates templates and checklists | Quality standards | | Identifies best practices | Brand/voice decisions | | Generates script outlines | Final script approval |

What This Skill Does

1. **Teaches tactical empathy** - Understanding the other side's perspective 2. **Provides labeling techniques** - Naming emotions to diffuse them 3. **Introduces calibrated questions** - "How" and "what" questions that guide without confrontation 4. **Develops the mirroring skill** - Simple repetition that builds rapport 5. **Explains the accusation audit** - Listing negatives first to defuse them 6. **Masters the "No" technique** - Making "no" work for you

How to Use

Prepare for a Negotiation

I have a negotiation coming up:
[Describe the situation, counterpart, and what you want]
Help me prepare using Never Split the Difference techniques.

Handle a Difficult Objection

I'm facing this objection: [objection]
Apply Chris Voss techniques to help me respond effectively.

Build Rapport Quickly

I need to establish trust quickly with [type of person/situation].
What FBI techniques can I use to build instant rapport?

Instructions

Step 1: Understand the Core Principles

## The Voss Framework

### Tactical Empathy
Understanding the feelings and mindset of another in the moment,
and also hearing what is behind those feelings.

"Empathy is not about agreeing. It's about understanding."

### The Late-Night FM DJ Voice
Calm, slow, and reassuring. This voice triggers a neurological
response that calms people down and makes them more open.

When to use: Tension, conflict, price discussions
How: Lower your voice, slow down, inflect downward

### Black Swans
Hidden pieces of information that, if uncovered, would change
everything. Every negotiation has 3-5 black swans.

Your job: Find them through curiosity, not assumptions.

---

Step 2: Master the Core Techniques

## The 9 FBI Techniques

### 1. Mirroring
Repeat the last 1-3 words (or critical words) the other person said.

**How it works:**
- Creates rapport unconsciously
- Buys you time to think
- Encourages them to elaborate

**Example:**
Counterpart: "We just can't afford that price right now."
You: "Can't afford it right now?"
Counterpart: "Well, our Q3 budget is already allocated, but Q4..."

### 2. Labeling
Identify and verbalize the other person's emotions.

**Format:** "It seems like..." / "It sounds like..." / "It looks like..."

**Why:** Names the emotion, which diffuses its power.

**Example:**
"It seems like you're frustrated with the timeline."
"It sounds like there's some concern about implementation."
"It looks like you've had bad experiences before."

### 3. The Accusation Audit
List every negative thing the counterpart might say about you FIRST.

**Purpose:** Takes the sting out before they can use it.

**Format:**
"You're probably thinking [negative]..."
"It might seem like [negative]..."
"You might be wondering if [negative]..."

**Example:**
"You probably think we're too expensive. You might be wondering
if we'll deliver on time given we're a smaller firm. You could
be concerned we'll disappear after the sale..."

Then pause. Let them respond. Usually: "No, it's not that bad..."

### 4. Calibrated Questions
Open-ended questions starting with "How" or "What" that guide
without commanding.

**Never use:** "Why" (feels accusatory) or closed questions

**Power questions:**
- "How am I supposed to do that?"
- "What's going to happen if we don't solve this?"
- "How does this affect the rest of your team?"
- "What's the biggest challenge you're facing?"
- "How can we make this work for both of us?"

**"How am I supposed to do that?"**
The magic question for price objections. Makes them solve YOUR problem.

### 5. The "No" Technique
"No" gives people a sense of safety and control. Let them say it.

**How to use:**
- Ask questions designed to get "no"
- "Would it be ridiculous to...?"
- "Have you given up on this project?"
- "Is it a bad idea to...?"

**Why:** "No" is a starting point, not an ending.
After "no", peo