Needs:
hostage takers’ demands as, 122
wants versus, 161–163
Negotiable/non-negotiable points, determining, 47–48
Negotiable points, determining, 44–45
Negotiating jobs, 15–17
Negotiation phase, 60, 61–62
Nonhostage mindset, 179–180
Nonjudgmental approach, 47
Non-negotiable points:
determining, 44–45, 47–48
standard, 122