Fight Less, Win More
How Master Negotiators Influence Hearts, Minds, And Deals
Published on 13. January 2026
304 pages
978-1-80496-310-4 (ISBN)
Description
'Fight Less, Win More is a massively useful book for just about anyone who has to deal with the desires, foibles, and idiosyncrasies of other human beings.' - Daniel Pink, #1 New York Times bestselling author of To Sell Is Human, Drive, and The Power of Regret
Your handbook for mastering the negotiating skills in the multimillion-copy bestseller Never Split the Difference.
You're in a negotiation right now. In fact, you've been negotiating all day.
That email to your boss? Negotiation. That conversation with your teenager? Negotiation. That interaction with the barista who made your morning coffee? Negotiation too.
Most people don't realise they're negotiating until it's too late - until they've already lost ground, damaged relationships, or walked away empty-handed. But what if you could transform every interaction into an opportunity to get what you want while making others feel valued?
In this groundbreaking follow-up to the global bestseller Never Split the Difference, negotiation experts Jonathan B. Smith and Derek Gaunt reveal the missing piece that's been holding you back: a practical handbook for applying Tactical Empathy - the ability to understand and influence people at a level they don't even realise - to every sensitive conversation in your life.
Discover how to:
Begin disarming defences by making your counterpart feel genuinely understood.
Acquire critical information by mastering the 5 Levels of Listening that uncover hidden motivations
Spot game-changing 'Black Swans' that swing seemingly impossible negotiations to your advantage
Defuse tension and navigate high-pressure situations with confidence using the Core Four skills
Get more of what you want without burning bridges or compromising your integrity
Forged in high-stakes hostage crises and refined in thousands of business negotiations, these field-tested techniques aren't based on academic theory - they're proven methods that work when the pressure is on.
This book isn't about tricks or manipulative tactics or winning at all costs. It's about a fundamental shift in how you approach human interaction: It's not about you - it's about them.
When you master this mindset and the practical skills that flow from it, you'll transform not just your negotiations but your entire life. You'll resolve conflicts faster, build stronger relationships, and achieve outcomes you never thought possible.
Inside you'll find:
Real-world case studies showing how these skills work in everyday situations
Step-by-step guidance for implementing each technique
Low-stakes practice exercises to build your confidence
Actionable strategies for identifying and overcoming common negotiation traps
Stop leaving money on the table. Stop enduring unnecessary conflict. Stop accepting less than you deserve.
This isn't just another business book-it's the missing manual for every negotiation in your life.
Get your copy of Fight Less, Win More today and start turning every conversation into a path to success.
Your handbook for mastering the negotiating skills in the multimillion-copy bestseller Never Split the Difference.
You're in a negotiation right now. In fact, you've been negotiating all day.
That email to your boss? Negotiation. That conversation with your teenager? Negotiation. That interaction with the barista who made your morning coffee? Negotiation too.
Most people don't realise they're negotiating until it's too late - until they've already lost ground, damaged relationships, or walked away empty-handed. But what if you could transform every interaction into an opportunity to get what you want while making others feel valued?
In this groundbreaking follow-up to the global bestseller Never Split the Difference, negotiation experts Jonathan B. Smith and Derek Gaunt reveal the missing piece that's been holding you back: a practical handbook for applying Tactical Empathy - the ability to understand and influence people at a level they don't even realise - to every sensitive conversation in your life.
Discover how to:
Begin disarming defences by making your counterpart feel genuinely understood.
Acquire critical information by mastering the 5 Levels of Listening that uncover hidden motivations
Spot game-changing 'Black Swans' that swing seemingly impossible negotiations to your advantage
Defuse tension and navigate high-pressure situations with confidence using the Core Four skills
Get more of what you want without burning bridges or compromising your integrity
Forged in high-stakes hostage crises and refined in thousands of business negotiations, these field-tested techniques aren't based on academic theory - they're proven methods that work when the pressure is on.
This book isn't about tricks or manipulative tactics or winning at all costs. It's about a fundamental shift in how you approach human interaction: It's not about you - it's about them.
When you master this mindset and the practical skills that flow from it, you'll transform not just your negotiations but your entire life. You'll resolve conflicts faster, build stronger relationships, and achieve outcomes you never thought possible.
Inside you'll find:
Real-world case studies showing how these skills work in everyday situations
Step-by-step guidance for implementing each technique
Low-stakes practice exercises to build your confidence
Actionable strategies for identifying and overcoming common negotiation traps
Stop leaving money on the table. Stop enduring unnecessary conflict. Stop accepting less than you deserve.
This isn't just another business book-it's the missing manual for every negotiation in your life.
Get your copy of Fight Less, Win More today and start turning every conversation into a path to success.
Reviews / Votes
Fight Less, Win More is a massively useful book for just about anyone who has to deal with the desires, foibles, and idiosyncrasies of other human beings. The authors' framework turns conventional wisdom upside down: slow down to speed up, seek to understand before being understood, and make it about them instead of you. And the specific techniques will teach you how to listen - really listen - until the other person becomes your collaborator instead of your opponent. * Daniel H. Pink, #1 New York Times bestselling author of To Sell Is Human, Drive, and The Power of Regret * Fight Less, Win More is a powerful reminder that presence and intention can shift even the hardest conversations. * Jay Shetty, #1 New York Times bestselling author and host of the On Purpose podcast * Conflict is inevitable. Staying stuck in it isn't. What I love about this book is how it reframes negotiation as an opportunity for connection and progress - not friction. Jonathan and Derek show you how to unlock doors by listening better, responding smarter, and leading with empathy. Every founder, every leader, every person should read it. * Jason Feifer, editor-in-chief, Entrepreneur Magazine * If you're a founder, you're always selling - ideas, vision, accountability. Fight Less, Win More gives you the exact framework to win those high-stakes conversations. No fluff. This isn't theory it's a tactical guide for anyone who needs people to say yes. * Ryan Hogan, cofounder and CEO, Talent Harbor, and founder, Hunt a Killer * Miscommunication isn't just costly - it's dangerous. In the world of intelligence and special operations, the difference between success and failure often comes down to communication under pressure. Fight Less, Win More arms you with that edge. Jonathan and Derek offer mission essential tools that help you build trust, de-escalate, influence, lead and operate - with precision and presence." * Col. Chris Costa, retired former special assistant to the president, career intelligence officer, and executive director of the International Spy Museum * This book is a gift to every leader who's ever walked out of a conversation thinking, 'That didn't go how I hoped.' Fight Less, Win More gives you practical tools to create clarity, connection, and traction in every relationship. It's a must-read for any team committed to trust and transparency. * Kelly Knight, integrator, EOS Worldwide * In business, the toughest moments aren't always about the numbers-they're about people. Fight Less, Win More is a playbook for those high-pressure conversations where relationships and results hang in the balance. Jonathan and Derek don't just teach negotiation; they show you how to lead with empathy, create trust, and get to action faster. It's practical, real, and exactly the kind of book you want your whole team reading. * Andrew Fried, commercial owner and CMO, Mint Mobile * Fight Less, Win More provides a masterful framework for multigenerational families to break through some of the most challenging conversations with clarity, empathy, vulnerability, and purpose. It's an indispensable guide for families and their trusted advisors committed to achieving durable family harmony by leveraging the art of listening, the power of emotional intelligence, and the quiet strength of leading throughunderstanding. * Richard Wolkowitz, founder, Xylogenesis Family Office Advisory * Fight Less, Win More is more than a book about negotiation - it's a guide to building trust and emotional connection. Jonathan and Derek demystify the path to creating enduring wins. A must-read for anyone committed to human-centered leadership. * Sanyin Siang, CEO advisor and Duke University professor * A brilliant book that will make you a better negotiator, but it is also a book that will make your day-to-day life a lot easier because, as we all learn, life is a negotiation. * John Miller, Chief Law Enforcement and Intelligence Analyst CNN *
More details
Edition
New edition
Language
English
Place of publication
United Kingdom
Publishing group
Cornerstone
Target group
College/higher education
Professional and scholarly
Edition type
New edition
File size
4,69 MB
ISBN-13
978-1-80496-310-4 (9781804963104)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Jonathan B. Smith | Derek Gaunt
Fight Less, Win More
How Master Negotiators Influence Hearts, Minds, And Deals
Book
approx. 01/2027
Penguin (Cornerstone)
€15.50
Not yet published
Jonathan B. Smith | Derek Gaunt
Fight Less, Win More
How Master Negotiators Influence Hearts, Minds, And Deals
Book
02/2026
Cornerstone Press
€21.50
Available immediately
Jonathan B. Smith | Derek Gaunt
Fight Less, Win More
How Master Negotiators Influence Hearts, Minds, And Deals
Book
approx. 02/2026
Cornerstone Press
€27.50
Not yet published
Persons
Jonathan B. Smith (Author)
Jonathan B. Smith is a leading business strategist who has used the Entrepreneurial Operating System with more than 150 high growth entrepreneurial companies in 1,500- plus sessions to help them improve strategy, execution, and results. He is also a negotiations trainer with the Black Swan Group, created by former FBI hostage negotiator Chris Voss (author of Never Split the Difference), and has served as a delegate with the U.S. Department of State's Global Entrepreneurship Program to Jakarta and Athens.
Derek Gaunt (Author)
Derek Gaunt is one of America's top experts on hostage negotiation and a trainer and personal coach of corporate, government, and law enforcement personnel with the Black Swan Group. A twenty-nine-year law enforcement veteran who spent the majority of his career as a member and leader of hostage negotiation teams, he now teaches leaders around the world how to leverage hostage negotiation practices and principles for immediate results. He is a frequent keynote speaker at conferences across the country and the author of Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.
Jonathan B. Smith is a leading business strategist who has used the Entrepreneurial Operating System with more than 150 high growth entrepreneurial companies in 1,500- plus sessions to help them improve strategy, execution, and results. He is also a negotiations trainer with the Black Swan Group, created by former FBI hostage negotiator Chris Voss (author of Never Split the Difference), and has served as a delegate with the U.S. Department of State's Global Entrepreneurship Program to Jakarta and Athens.
Derek Gaunt (Author)
Derek Gaunt is one of America's top experts on hostage negotiation and a trainer and personal coach of corporate, government, and law enforcement personnel with the Black Swan Group. A twenty-nine-year law enforcement veteran who spent the majority of his career as a member and leader of hostage negotiation teams, he now teaches leaders around the world how to leverage hostage negotiation practices and principles for immediate results. He is a frequent keynote speaker at conferences across the country and the author of Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.
