Calm, maintaining under fire, 146–148, 178–179
Closing, 60, 66–67, 137–153, 165–166
avoiding surprises following, 152
definition of, 140
determining important issues and, 131–143
discussing surrender with hostage taker and, 94–95
explaining surrender to hostage taker and, 150–151
focus on goal and, 143–144
Clothing of negotiator, message sent by, 29–30
Coach negotiator, 15
Comfort, familiarity of setting and, 28–29
Commander, 15
role of, 16, 19, 42, 70–71
Concept 51, 52–53
Containment, 59–60
breaking of, 63–64
Conversations, keeping going, 81–83
Cooperation, fostering attitude of, 95–97
Credibility of negotiator, 51
Criticism of negotiators, 84–85