Summing Up


I build rapport in a hostage situation with a simple question that does many things: “Do you want me to be honest with you?” It’s the first yes, and it helps build the rapport and trust you need to negotiate.

Negotiations take time.

Sometimes the oddest turns lead to the best results.

To reach a deal, you almost always have to give up something, or at least risk doing so.

Losing a little to gain a lot is perfectly acceptable.




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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