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Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator

ISBN: 0071737774
EAN: 2147483647

Year: 2003
Pages: 180

Authors: Dominick Misino

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• Table of Contents
• BackCover
• Negotiate and Win - Proven Strategies from the NYPD s Top Hostage Negotiator
• Introduction: Talk to Me
• Buy the Truth
• The Basics, Step-by-Step
• Chapter 1: Fifty Ninja Warriors at Your Back
• A Team First
• The Three Jobs in Negotiating
• One-Man Teams
• Merging the Roles
• Separation, Separation, Separation
• Commander Sets the Goal
• Getting It Down
• Reasonable Goals
• Summing Up
• Chapter 2: Position Is Everything
• A Long-Term Head
• The Phone and Other Tools
• Enemy Territory
• The Business Lunch
• ALCOHOL?
• Hostile Territory
• Mental Comfort: Being Prepared
• Every Journey Begins with a Map
• Getting It Done
• Summing Up
• Chapter 3: Don t Give The Bad Guy A Gun
• Start Right, Finish Right
• Initial Intelligence
• What s Negotiable And What s Not
• What s Your Out?
• The Push
• The Split-Page Method
• Basic Principles
• Quick Fixes
• Promises
• Say What?
• Concept 51
• Politeness And Respect
• Summing Up
• Chapter 4: Contain, Negotiate, Close
• The Basic Map
• Smooth It Ain t
• Breaking Containment
• Turning It Around
• Trust
• Flow and Time-Out
• Closing
• Last-Minute Grabs
• Buyer s Regret and Other Trust Breakers
• Emotional Vulnerability
• The Commander s Role
• Where s The Negotiator Coming From?
• Summing Up
• Chapter 5: Your Ears Are Your Most Important Tool
• Talk to Me
• Empathy, Not Sympathy
• Listening for Emotions
• Active Listening
• Mirroring and Values
• Giving Yourself Away
• Make Your Weaknesses Your Strengths
• Malice in Your Heart
• Shutting Up with Style
• More Techniques to Keep It Going
• Know Thyself: The Voice Thing
• Role Playing
• Don t Be Hard On Yourself
• Summing Up
• Chapter 6: The First Yes
• The Right Yes
• Building Rapport
• Taking The Time To Sell
• Yankee Fans
• It Ain t Small If It s Talk
• Zero In on Conflicts
• Us, Not Them
• The Terminal Or The Press
• What d I Do?
• Win-Win Never Really Is
• Summing Up
• Chapter 7: Is He A Psycho, Or Just A Maniac?
• Right Minds
• Personalities Count
• The Four Types of Hostage Takers
• Professional Criminals And Terrorists
• Domestic Disputes
• Breaking It Down
• Dealing with Pros
• The Importance Of Professionalism
• Real Life: Emotionally Disturbed People
• Paranoid Schizophrenics
• Antisocial Personalities
• Don t Be Bullied
• Inadequate Personalities
• Borderlines and Other Emotional Types
• I Dunno
• Dictating Terms
• A Psycho, or a Maniac?
• Getting Emotional
• A Change In Tactics
• Summing Up
• Chapter 8: The Two Ds: Demands And Deadlines
• Demands: A Dirty Word
• Give Something For Something
• Going First
• Number Psychology
• Crumpling Them Up
• Separation of Powers
• Outrageous Demands
• Up Front
• Macs Versus Delicious
• Backside Deal Breakers
• Telling Fluff From Stuff
• Deadlines
• The Long Haul
• For Real, And Not
• Reading The Other Side s Deadline
• A Trick To Relax
• The Funnel
• Summing Up
• Chapter 9: Sometimes It Only Takes Three Cigarettes
• Closing Defined
• A Smoke for a Life
• What s Important?
• Eyes on the Prize
• Ego Time
• The Flip Side: Egos Can Be Useful
• Coddle the Chill
• Hate Is a Four-Letter Word
• Quashing the Deal
• Explaining the Surrender
• No Surprises
• Summing Up
• Chapter 10: The Five-Minute Car Deal And More Real-Life Adventures
• Why Did It Work?
• Wiggle Room
• Complications
• Needs and Wants
• My Interests
• Intel First
• Closing the Negotiation
• Getting What You Want
• Speaking of Salesmen . . .
• No Cons
• Manipulation
• Bringing Home The Bacon
• The I m Your Friend Attitude
• Summing Up
• Chapter 11: Don t Get Taken
• Avoiding Trouble
• How Not to Be a Hostage
• How Not to Be Bullied
• When You Can t Walk Away
• The Nonhostage Mindset
• Gut Check
• The Hardest Negotiation
• Index
• Index_B
• Index_C
• Index_D
• Index_E
• Index_F
• Index_G
• Index_H
• Index_I
• Index_L
• Index_M
• Index_N
• Index_O
• Index_P
• Index_Q
• Index_R
• Index_S
• Index_T
• Index_U
• Index_V
• Index_W