QUICK TIP#1 - Listen to their use of personal pronouns. Are they trying to show their importance or obscure it?
A Black Swan is something rare that has great impact. The impact of the highly improbable. Often this “thing” is small or subtle, or at least initially appeared so.
In 2005, I was fortunate enough to be invited to the FBI’s National Crisis Negotiations Course (NCNC) at Quantico. When the course is offered, the Bureau extends such invitations to local negotiators to share real-world experiences and to act as mentors to field agents embarking on their careers as negotiators.
In this edition of The Edge I wanted to share this negotiation. It is a great use of the “invisible” skills.
1. Our unconscious reaction to those who see things differently from us is they’re “abnormal.”
There was a time when you could ask a tactical operator what his impression of a negotiator was and he would reply with names like, Mouth Marines, Tree Huggers or the Kumbaya Crowd adding, with a certain amount of disdain, “all they want to do is talk”. If you were to ask a negotiator the same question, you could hear things like Knuckle Dragger, Gorilla or just plain dumb; all they want to do is...