Index_P

P

Pace of negotiations, slowing, 62–63

Parameters:

changing of, 63–64

setting, 42

Paranoid schizophrenia, 110

Patience, negotiator’s need for, 62–63

Pauses for emphasis, 82

Personality, 103–104

Phases of negotiation, 60, 61–62

(See also Closing; Containment; Negotiation phase)

Phone, communicating with hostage takers by, 27–28

Planning, before starting negotiations, 34–35

Politeness, toward hostage takers, 53–54

Position of strength, 25

Practicing negotiation skills, 84–85

Preparation, 32–34

Pressure, dealing with, 66, 133

Primary negotiator, 15

Professional criminals, 104

Professionalism in negotiation, 107–109

Promises:

explicit and unspoken, 51

importance of keeping, 50–51