Fight Less, Win More: How Master Negotiators Influence Hearts, Minds, and Deals

by Jonathan B. Smith, Derek Gaunt

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 realize they're negotiating until it's too late. But what if you could get what you want while making others feel valued?

In this follow-up to the global bestseller Never Split the Difference, negotiation experts Jonathan B. Smith and Derek Gaunt provide a practical handbook for applying Tactical Empathy—the ability to understand and influence people at a level they don’t even realize—to every sensitive conversation in your life.

Discover how

Begin disarming defenses by making your counterpart feel genuinely understood.Acquire critical information by mastering the 5 Levels of Listening that uncover hidden motivationsSpot game-changing "Black Swans" that swing seemingly impossible negotiations to your advantageDefuse tension and navigate high-pressure situations with confidence using the Core Four skillsGet more of what you want without burning bridges or compromising your integrityForged in high-stakes hostage crises and refined in thousands of business negotiations, these battle-tested techniques aren't based on academic theory—they're proven methods that work when the pressure is on.

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.

Genres: Business, Nonfiction, Communication

304 pages, Hardcover

Published January 13, 2026

About the author

Negotiations are everywhere. Low-stakes practice → high-stakes confidence.

Reviews

[Annette MUL · Rating 5 out of 5]

Jonathan B. Smith and Derek Gaunt have written an incredible follow up to Christopher Voss ‘s “Never Split the Difference.” This book is not only inspiring to read but will leave you with practical skills for immediate effectiveness in both personal and professional communications.

Fight Less, Win More is a powerful and insightful guide that shows how effective communication can transform conflict into connection. The book emphasizes that winning does not come from arguing harder, but from listening better, understanding perspectives, and responding with clarity and tactical empathy.

What I really like about this book is that it is easy to read and has a great hands on approach. It offers simple, real-world strategies for reducing unnecessary conflict while strengthening relationships. These skills are effective at home, at work, or in everyday interactions.

In a word filled with chaos you will learn that calm, respectful communication leads to better outcomes than confrontation and defensiveness.

[William Harrington · Rating 5 out of 5]

As a CRO, I’m constantly balancing two things that don’t always play nice together: keeping clients happy and hitting the number. When deals slowed down, my instinct was to push harder. More urgency. More pressure. More follow ups.

Fight Less, Win More made me reset that. The empathy first approach isn’t soft. It’s practical. It’s helped me take the tension out of pipeline reviews and client negotiations, disarm the resistance, and get stalled conversations moving again without breaking trust.

[Lee · Rating 5 out of 5]

As an EOS Implementer, I knew the concepts from “Never Split the Difference,” but “Fight Less, Win More” finally made them operational. I applied the listening levels and Core Four in a tense leadership debate and watched defensiveness melt. I now slow conversations down on purpose and get to alignment faster.

By applying Tactical Empathy in real meetings, I now ask fewer questions, listen longer, and get cleaner commitments. The work moves faster because people feel understood first.

[Elana Washburn · Rating 5 out of 5]

After 25+ years in recruiting, I’ve learned that most challenges come down to communication. Fight Less, Win More is a practical reminder that better results come from listening, empathy, and clearer conversations, not force.

This book applies directly to real situations with clients, candidates, teams, and everyday relationships. It’s thoughtful, usable, and a great read for anyone who wants better conversations and better outcomes.

[Assaf Gal · Rating 5 out of 5]

As a multi-unit fitness entrepreneur, I negotiate daily with landlords, vendors, and teams. “Fight Less, Win More” reshaped my behavior in those moments. By applying tactical empathy, I shifted from defending decisions to understanding concerns. Deals moved smoother, and leadership conversations stopped feeling adversarial.

[Rodney · Rating 5 out of 5]

Let me keep it real. Fight Less, Win More is not just another book about communication or conflict resolution. It is a wake up call for people who think grinding, arguing, pushing harder, or being the loudest in the room is how you win. This book is about something much deeper and more powerful. It is about learning how to shift the whole game so you are not stuck fighting the wrong battles in the first place.

Whether you are an entrepreneur, a parent, a coach, or in sales, if part of your life involves navigating hard conversations or building trust in high stakes situations, you need this book. And if you are tired of watching good people burn out trying to win in ways that only leave them exhausted, Fight Less, Win More is your new blueprint.

This is not theory. This is practical. It is real. And it works. You will walk away with tools that help you lead differently. Sell differently. Parent differently. Not from a place of control or power over, but from clarity, courage, and alignment.

What stood out most to me is that this book feels like what coaching is supposed to feel like. Spacious. Grounded. Generous. And honest. You do not get manipulated into being better. You get invited to step into your next level. That is what I do with my clients. That is what this book does for readers.

If you are looking to bring in a speaker who can shift the room, speak to the hearts of entrepreneurs and parents and leaders, and leave people walking out with real breakthroughs, not just motivation, connect with the team behind this book. This book is now a part of my toolkit. And the message could not be more aligned.

[Tara]

Fight Less, Win More is a powerful, highly actionable handbook that transforms negotiation from a high-stakes confrontation into a human-centered skill anyone can master. Building seamlessly on the principles introduced in Never Split the Difference, Jonathan B. Smith and Derek Gaunt deliver a clear, practical guide to applying Tactical Empathy in everyday conversations, at work, at home, and everywhere in between.

What sets this book apart is its focus on influence without manipulation. The authors break down complex negotiation psychology into accessible tools, from the Five Levels of Listening to identifying critical “Black Swans” that can shift the entire dynamic of a deal. Each concept is rooted in real-world experience, tested in hostage crises and refined through thousands of business negotiations, making the guidance both credible and immediately usable.

The emphasis on making counterparts feel genuinely understood is especially compelling. Rather than pushing readers to dominate conversations, Fight Less, Win More teaches how to lower defenses, defuse tension, and uncover hidden motivations while preserving trust and integrity. The Core Four skills offer a steady framework for navigating pressure-filled moments with confidence and control.

This is not just a negotiation book, it’s a manual for better communication, stronger relationships, and smarter decision-making. Essential reading for leaders, entrepreneurs, sales professionals, and anyone who wants to get more of what they want without burning bridges.

[Reader · Rating 5 out of 5]

I run a fast-growing digital marketing agency… This book has become a manual for my day-to-day business operations and also for my life in general.

“Anytime there is a want or a need from either side, you are in a negotiation.” People don't realize that they are in negotiations, and that's why they end up fighting more and winning less. (Pun-intended) 😆

This book taught me how to slow down, ask more, and better understand the driving factors of how people were motivated and what they actually care about.

Once I applied it, difficult conversations turned into problem-solving sessions where we always end in a win-win and I'm not having to “split the difference”.

What surprised me most is how practical it is. If you’ve read “Never Split the Difference,” this book feels like the operational playbook that shows how to apply those ideas in everyday conversations with clients, teams, and partners.

Really thankful for the Black Swan Team members Jonathan & Derek who put this together as the application of the best selling book.

I recommend this to everyone and I’m even requiring team members to read it.

The results I’ve personally seen in a short time have been substantial and I find myself going back here daily.

If you’re someone dealing with high-stakes conversations you need to get this right away!

[Blue Ant · Rating 5 out of 5]

What stayed with me is how the book reframes negotiation as an ongoing emotional process rather than a series of isolated tactics used only in formal deals. In Fight Less Win More How Master Negotiators Influence Hearts Minds and Deals, Jonathan B Smith and Derek Gaunt structure the material around practical conversational dynamics, repeatedly returning to the idea that influence depends on making people feel understood before persuasion can happen.

The emphasis on Tactical Empathy and the Five Levels of Listening gives the book a layered framework, especially because the techniques are tied to emotional recognition rather than manipulation alone. The recurring movement between hostage negotiation scenarios and ordinary daily interactions reinforces the argument that high pressure communication principles apply far beyond crisis situations.

This will resonate most with readers interested in communication strategies grounded in behavioral observation and emotional intelligence rather than abstract business theory.

By the end, negotiation feels less like winning an argument and more like understanding the hidden motivations shaping every conversation.

[Clover · Rating 4 out of 5]

Chapter on black swans is gold

I have read a lot of negotiation books, and most of this one felt like a solid reminder of the fundamentals. The chapter that resonated was the one on Black Swans. It pulls your attention away from winning and back to finding out what is actually driving the conversation.

A Black Swan is the missing piece of information that suddenly makes everything make sense. It might sound minor when it appears, but it reshapes how the whole negotiation sits. The book treats negotiation as a process of discovery. You go in assuming your picture is incomplete and stay curious enough to notice what people leave unsaid. Those omissions carry more weight than any polished argument.

Black Swans tend to cluster. One shows up, then others follow. Each one signals the need to slow down, listen harder, and let the other person reveal what they want, what they fear losing, and which constraints shape their choices. Once this comes into view, conversations stop looping and start moving.

[Amelia Storck · Rating 5 out of 5]

What stayed with me is the reframing of negotiation as something constant and often unnoticed, especially in how everyday interactions are treated with the same weight as high stakes deals. That shift broadens the scope of the book beyond formal negotiation into daily communication.

The concept of tactical empathy functions as the core organizing idea, with tools like the five levels of listening and identifying hidden turning points giving structure to how understanding is built and used. These elements create a layered approach where influence is tied directly to perception and awareness.

There is a clear emphasis on tension management, where the goal is not to overpower but to navigate pressure while preserving the relationship. The techniques feel grounded in application rather than theory.

This will resonate with readers who want to improve both professional negotiations and personal conversations.

It leaves you considering how influence often depends less on what is said and more on how well the other person feels understood.

[Adam Hansen · Rating 4 out of 5]

I will say up front that I am one of the very few people that have not read Never Split the Difference. Given that, I approached this book with a new perspective not having any preconceived notions from that book. This book started out a little slow for me, but once I got a quarter of the way into, I found it very engaging and very helpful. The insight into behaviors and tactics on how to manage those behaviors is extremely useful. The real life examples on how the tactics were applicable were great...and the suggestions on how to practice them were equally great. It is a lot of information to process so not likely a book you can read quickly. Taking this slow and giving yourself time to process and apply each section seems like the best use of this book to me.

I will reference back to this book and the chapter summaries often and have already found the content helpful in my daily interactions.

Thank you NetGalley and Amplify Publishing for the advanced review copy!

[Judy Berg · Rating 5 out of 5]

I considered myself a fairly good negotiator, but I never fully understood why certain conversations went off the rails. Fight Less, Win More sharpened my skills by showing me exactly what I was missing. The book strengthened my ability to listen, apply Tactical Empathy, and engage more effectively across all types of interactions. As a result, my conversations with family, friends, business contacts, sales associates, and even my roommate are producing better, more positive outcomes.

Jonathan and Derek strip away the mystery behind communication by laying out clear, practical steps that work in both high-stakes negotiations and everyday conversations. This is a well-written, highly practical book packed with tools you can use immediately. Fight Less, Win More is easy to read, focused, and actionable. I found myself applying its techniques in my very next conversation. Highly recommended for anyone serious about improving their communication and negotiation skills.

[Nick Perold · Rating 5 out of 5]

So many of us come up through the education system learning how to "win an argument." We're taught that the skillful deployment of logic and reason, a reliance on facts and precedent will (almost as a matter of course) force our "opponent" to concede and get us what we want. In life, nothing could be further from the truth. We are constantly negotiating - with our colleagues, clients, spouse, friends, etc. Not only does the "win an argument" paradigm from school prevent us from getting what we want - it often means we end up "fighting" with those whom we are negotiating with, alienating us from them over the longer term (adding insult to injury!) "Fight Less, Win More" presents practical, valuable tools for negotiating in every aspect of life. These tactics work. Whether you're negotiating with a board member, bar tender, or bellicose brainiac, the methods presented in "Fight Less, Win More" reduce conflict, improve alignment, and generate better outcomes.

[Reader · Rating 5 out of 5]

As I continue to run and grow my food brand, the lessons from 'Fight Less, Win More' have become increasingly relevant to how I operate day to day. Prior to reading this book, I often approached negotiations with a mindset of defending positions, which frequently created unnecessary friction with suppliers, partners, and retailers. This book reframed that approach for me.

By applying Tactical Empathy and focusing on understanding the other side’s perspective, especially what isn’t being said, I’ve been able to reduce tension, shorten difficult conversations, and reach better outcomes. Supplier discussions are more productive, margins have improved, and relationships are stronger because the conversations feel collaborative rather than adversarial. These principles aren’t theoretical for me; they are tools I actively use and will continue to rely on as I scale the business.

This is not a book you read and put away. This is a book you read, mark up, and reference day in and day out.

[Darya · Rating 4 out of 5]

This compelling guide delivers a refreshing shift in how to approach conflict, influence, and decision-making. It emphasizes the power of emotional regulation and intentional communication, showing how calmer, more deliberate responses consistently outperform reactive ones. The narrative illustrates how understanding the motivations and fears of others creates opportunities for collaboration rather than escalation, ultimately leading to better outcomes with far less friction. It also highlights the importance of preparation—not just tactical, but psychological—so that even high-stakes conversations can be navigated with confidence and clarity. Ultimately, it’s an empowering read that reframes conflict as something to be mastered thoughtfully rather than battled endlessly, leaving you better equipped to achieve meaningful, lasting wins.

[·miκε · Rating 4 out of 5]

This is a good book; however, the "Tactical Empathy" communication strategies and tactics will be familiar to anyone who has already read 'Never Split the Difference.' This book is presented as authored by Jonathan B. Smith with Derek Gaunt, but on the copyright page the authors are listed as Chris Voss and Jonathan B. Smith. A sticker on the book informs that it is the product of the same team behind 'Never Split the Difference.' In any case, we could be forgiven for wondering if this book is just a rewrite of the prior book for greater profits from the same teachings, which (unfortunately) is what it seems to be. All due respect to Jonathan B. Smith for seeming to have put a lot of his own thoughts and experiences into re-teaching the lessons. He clearly has a passion for the usefulness of Tactical Empathy.

[Pallavi Golla · Rating 5 out of 5]

This book delivers exactly what the title promises. Fight Less, Win More is a refreshingly practical guide to reducing conflict without sacrificing results—and it pairs perfectly as a follow-up to Never Split the Difference by Chris Voss.

Where Never Split the Difference teaches you how to navigate high-stakes conversations and negotiations, Fight Less, Win More shows you how to apply those principles in everyday leadership, business, and life—so conflict becomes less frequent and outcomes improve consistently.

As a business owner and leadership advisor, I see how often teams waste energy fighting the wrong battles. This book provides the clarity and tools to change that dynamic: fewer ego-driven clashes, better conversations, and stronger outcomes.

[KENNETH C · Rating 5 out of 5]

Fight Less, Win More makes negotiation look effortless—which, of course, is the point.

Jonathan B. Smith and Derek Gaunt demystify negotiation by breaking it down into simple, repeatable disciplines. As Jonathan often says, it’s about “using the skills.” Once you grasp that one of the keys to effective negotiation is to stay curious, and you begin practicing those skills in low-stakes situations, the process becomes both natural and powerful.

Over time, you realize that negotiating well doesn’t require aggression or conflict—just intention, curiosity, and practice. At that point, it almost doesn’t seem fair.

But really… what could be wrong with that?

— Kenneth C. DeWitt,
Tuscaloosa, Alabama

[Barton Cromeens · Rating 5 out of 5]

Not a read-once, pull-a-quote, set it on the nightstand, and move on kind of book.

Fight Less, Win More makes you confront something most of us miss: nearly every important interaction in life is about multi-party outcomes. In other words — negotiation.

This isn’t a tactics book. It’s a framework for how conversations actually work — psychologically, emotionally, and practically. But frameworks only work if you work them. This is read, practice, revisit, apply.

If you want shortcuts, look elsewhere.
If you’re willing to put in the reps, this book can change how you show up to conversations — and the outcomes that follow.

Some books give you ideas. This one gives you a way to operate.

[Chris Sands · Rating 5 out of 5]

Running a growing law firm, I am constantly looking for the next edge against my competitors. I used to push hard for clarity and speed and still hit resistance. "Fight Less, Win More" rewired that instinct. Applying its listening-first discipline, I stopped forcing calls and started removing friction. All our negotiations shortened, the trust increased, and decisions actually moved forward with speed and alacrity.

This book is a worthy companion to "Never Split the Difference" - it stands tall on the shoulders of its predecessor and improves the model in dozens, or hundreds, of ways. Real practical advice from on the ground examples.

If you're in sales, this is a must have.

And if you're not in sales, but want every edge you can get, this is a must have.

[Patti · Rating 5 out of 5]

As someone who coaches entrepreneurs to see their business through the customer’s eyes, I thought I already valued listening. "Fight Less, Win More" showed me how much I've been missing. Applying its ideas in client strategy sessions shifted the conversations we were able to have and the speed we were able to produce results.

Instead of pushing solutions, I started labeling concerns and slowing conversations down. Clients opened up faster, decisions came easier, and negotiations felt less like selling and more like building trust. It’s become a practical communication playbook for my daily work with business owners.

I've read Never Split the Difference - Fight Less, Win More made the concepts more accessible and practical. Highly recommended!

[Kevin Stecyk · Rating 5 out of 5]

Outstanding Negotiation Book — Perfect Complement to Never Split the Difference

I highly recommend Fight Less, Win More: How Master Negotiators Influence Hearts, Minds, and Deals, especially as a perfect complement to Never Split the Difference. Fight Less, Win More is professionally written and well organized. Each section of a chapter leads naturally to the next. I appreciated the quick summaries at the end of the chapters. And each chapter builds upon the prior material to present an overall cohesive negotiation strategy.

If you are looking for more specific advice on how to strategically move your negotiations forward, I highly recommend Fight Less, Win More.

[Madison Fitzpatrick · Rating 5 out of 5]

This book is not just for business negotiations! It's for every tough conversation with every person in your life--your spouse, your kids, your contractor, your coworker, your neighbor...EVERYONE. The skills in this book make it easier to get your message across in practically any situation, and the authors explain them in great detail, with lots of examples.

If you loved Never Split the Difference but want more help applying the skills in your own life, this book does that and more. But if you haven't read NSTD, you don't have to--this book stands on its own.

[Chris McCarty · Rating 5 out of 5]

My background spans entrepreneurship, EOS implementation, and professional golf, so I’m wired to perform under pressure. Still, high-stakes conversations often felt harder than competition. “Fight Less, Win More” gave me a practical way to slow the moment down, listen with intent, and remove myself as a threat.

I now approach negotiations the way I approached tournaments: disciplined preparation, emotional control, and consistent execution. The book didn’t add theory; it rewired how I show up when it matters most.

[Noelle Smith · Rating 5 out of 5]

Graduate school rewards rigor, but it rarely teaches how to handle human friction. “Fight Less, Win More” reframed difficult conversations as negotiations I was already in, whether with advisors, collaborators, or administrators.

By applying the listening levels and labels, I changed my behavior in meetings. Less defensiveness, more clarity, and outcomes that align without exhausting everyone involved. It helped "grease the wheels" in tricky conversations and keep meetings on track. Would recommend to anyone looking for not only a good read but an informative one!!

[Stanley Montoya IV · Rating 5 out of 5]

In ops and security, conflict lurks in handoffs and escalations. Leading complex teams means constant negotiation under pressure. "Fight Less, Win More" showed me my old habit of jumping to logic and quick fixes was slowing us down. Now I lead with tactical empathy and prioritize understanding first. The change has cut friction, surfaced constraints faster, turned tense moments into aligned execution, improved meetings and escalations. Less resistance, clearer signals, better outcomes. The book has truly reshaped how I operate every day.

[Daniel Bubniak · Rating 5 out of 5]

As a CEO coach, I spend my days inside real leadership tension—conflict between founders, executives talking past each other, teams avoiding the conversations that actually matter. Most books on conflict are either too theoretical or too “soft” to be useful in that environment. Fight Less, Win More is different.

Johnathon doesn’t just explain why conflict happens, he gives you practical, immediately usable tools to handle it better. This is a book you can actually apply in the middle of a tough leadership meeting, a strained partnership, or a high-stakes converstion.

[Neil Reithinger · Rating 5 out of 5]

As a managing partner advising clients through restructurings, recapitalizations, and M&A, I used to believe the hardest part was getting the numbers right. Fight Less, Win More reminded me that clarity doesn’t come from sharper models—it comes from behavioral discipline.

I changed how I open sensitive conversations, slow negotiations down, and surface unspoken concerns earlier. The result has been cleaner decisions, less friction at the table, and stronger trust among investors, boards, and management teams—especially when the stakes are highest.

[Grace Newman · Rating 5 out of 5]

In marketing leadership, every project is a negotiation. After reading "Fight Less, Win More," I realized I had been arguing my case instead of understanding the other side. Using Tactical Empathy in team and agency conversations immediately changed the tone.

Now I pause, label emotions, and listen for what is not being said. Campaign approvals move faster, tension drops, and people feel heard. "Fight Less, Win More" turned negotiation from a source of friction into a repeatable leadership skill - and life skill.