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.