Tag Archives: Reading2020

Never split the difference

If I took this book to heart, I should try to convince you to read it.

I’ll be honest, I wasn’t sure I’d like this book, and I mainly took it out of the library so I could make the joke in the first paragraph (and others like it). I mean, negotiation isn’t my job. I’m not, like the author, a hostage negotiator. I’m not even in sales. The key, of course, is that we all have to negotiate from time to time. While I may not often have to negotiate money in my day job, I do have to agree on the scope of work. This is a form of negotiation. We all have to buy stuff or hire someone to deal with jobs around the house.

What I’m saying is this book won me around. Something that deals with “human factors” can never be a full instruction guide, but in ten chapters, from “mirroring” to trying to figure out those “unknown unknowns” Voss walks you through the whole process. The examples are varied, from sales to hostage negotiation, some more relatable than others, but they all serve their purpose.

Some areas you’ll have seen before. I’ve come across the suggestion to “mirror” previously But even in those cases, there are new suggestions or contexts to consider.

I guess the ultimate test is whether I’ll actually use the suggestions. Some will undoubtedly take some nerve, but I suspect most people will get something out it. I’m not sure I’m going full FBI the next time the need arises, but I absolutely intend to use some of the ideas around how best to ask questions and guiding people towards the correct — your — answer.

Bounce

Matthew Syed’s “Bounce” is a pop-science book that I borrowed from the library on a whim. It’s about the the “science of success” and starts with the idea that experts have at least 10 000 hours worth of experience in their field.

It’s… fine. I think I believed the thesis before I started but, while it was easy to read, I’m not sure how much it added.

The third chapter — about deliberate practice — almost had me for a minute, until I realised I’d seen it many times before. You see people at work who claim n years of experience but it doesn’t take long to understand that they just have the same year repeated over and over again; they didn’t grow or learn.

This is also the chapter where I agree with one statement in principle but not in practice. He says that while most of his examples show sportsmen improving their performance, the benefit could also be applied to society as a whole (agree) and that the economic advantage would be shared by everyone (disagree). We’ve seen productivity across countries improve for the last thirty years yet a disproportionate amount of the proceeds have gone to the rich. I’m not sure how we fix that.

He did lose me towards the end. Not that I disagree with where he was going in the last chapters about the reasons behind the success of black athletes1, but I’m not entirely clear that it needed to be in this book. Did he have to hit a word-count? Did he just want to include something he was interested in even though it was only tangentially related to the rest of the book? (Kind of like I did in the last paragraph about inequality.)

Anyway, it was an easy read. I think it reinforced what I already believe but didn’t significantly challenge or ultimately dramatically increase my understanding. Perhaps the 10 000 hours theory has so thoroughly permeated society that this book has been rendered surplus to requirements.


  1. Spoiler alert: it has little to do with their skin colour. ↩︎