Blog: The Negotiation Edge

Are Women Naturally Better Negotiators Than Men? – Part II

“I always thought women made better negotiators than men.”
This was Tom Strentz’s response when I shared with him my experience teaching my class in the M.B.A. program at Georgetown University’s McDonough School of Business. Women (who comprise a minority of the students in my classes) typically are the first to demonstrate negotiation breakthroughs using the adapted hostage negotiation skills I teach.

3 EQ (Emotional Intelligence) Rules for Delivering Bad News Successfully!

Rule #1: Use the “Late-night FM DJ voice to deliver bad news.
Rule #2: Give them fair warning (disarming empathy) and then deliver the bad news.

Rule #3: Exit gracefully!

It Depends…

As I read and hear about the accounts and comments regarding the release of Bowe Bergdahl, I am struck by the hand-wringing over the question of whether or not we should negotiate against terrorists. There are those who stand strongly on the side of NEVER and a growing number believing we should. The NEVER crowd suffers from antiquated thinking and fails to understand hostage negotiations and recovery is constantly evolving. It is constantly evolving because we are more flexible than ever in our approach in resolving incidents. This flexibility is a byproduct of our willingness to learn from each mission, incident or job we (or someone else) handle. As someone much smarter than me wrote in an article recently, each critical incident that we have handled is a prelude to the next. If we, as negotiators maintained the status quo of how we were trained and operated in the early 1970s I would venture to say that our success rate would not be as high as it is today.