Here's the top 2 reasons not to go first in a negotiation. And they both leave money on the table.
Differences in the personality types of hostage-takers (HTs) you may encounter should also be considered when planning the appropriate intervention technique. Different people have different sensitivities, needs, and goals. Your ability to influence the HT’s behavior and ultimately the incident’s outcome is significantly dependent upon the ability to address the personality type.
I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.