For Real, And Not


Usually in hostage situations, deadlines are given by the subjects to make it look as if they’re coming from a position of power: “I’m going to kill two people at noon if you don’t have a car outside.” Many times the deadline is mentioned once, and then never comes up again.

Again, the most important tool for determining what is a real deadline, and what’s not, are a negotiator’s ears. Just as she does with demands, she has to listen to see if the subject focuses on the deadline by mentioning it again and again. Is the hostage taker dedicated to the deadline? Or has he totally forgotten about it?

I have to admit, there’s a bit of an art to that, since there’s no absolutes. If I feel that a subject is dedicated to the deadline and the negotiations are going nowhere, I tell the commander to get Plan B ready. In a hostage situation that means getting the tactical squad ready. In everyday negotiations, when the other side is dedicated to the deadline and you don’t have a basis for an agreement, then you do have to be ready for your out.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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