The 3 Most Common Negotiation Mistakes

  You don’t let “moments” happen You negotiate against yourself You don’t play “the short game” #1 – You don’t let “moments” happen


Empathy: A Missionary & Mercenary Skill

The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how powerful it is. Simply put, I use empathy because it works. Not because I am sympathetic to my counterpart or feel their pain. Not because I am going out of my way to be manipulative. Not because my father is a retired hostage negotiator, although that...


Are We Losing Ground?

Are we regressing to the 1980’s when it comes to hostage-barricade management? I fear we are. What I will share with you this month is anecdotal. My gut is telling me that negotiators are at risk of being marginalized to an extent not seen in 20 years because of a failure to realize their value to the hostage- barricade management process. It is based on casual observations as well as...