Index_D

D

Deadlines, 18, 130–133

of other side, reading, 131–133

real, determining, 131

Deal breakers:

backside, 128–129

dealing with up front, 127–128

delaying dealing with, 128

determining, 129–130

Demands, 121–123

asking for, 123–125

danger of assumptions and, 125

meeting, 122–123

as needs, 122

negotiating team roles and, 126

outrageous, 126–130

Dignity of hostage, reinstating in hostage taker’s eyes, 105–107

Documentation, 20–21

Domestic incidents, 105

Dress of negotiator, message sent by, 29–30