No matter the context or the stakes, every effective negotiation strategy relies on these five factors. Are you effectively using all five?

Our work and personal lives are filled with negotiations. Some are small negotiations, such as what movie to watch or who should be responsible for washing the dishes. Other negotiations are high-stakes, like major business deals or funding procurement. While losing your movie choice isn’t likely to have a lasting impact, negotiating key business deals can directly affect your organizational...

In a negotiation, having leverage means that you hold a perceived advantage that could give you the upper hand in achieving the agreement you desire.

Getting past the gatekeeper, the screener, the blocker or whatever term you give them has been a challenge...forever. Their job is to insulate and vet for the decision-maker. In hostage-takings involving multiple actors, it is not uncommon for the negotiator to be speaking with someone other than the guy in charge. Whether it’s a hostage or another bad guy, someone within the crisis site will be...

Emotion labeling was developed as a part of the Active Listening Skillset in the area of psychotherapy in the 1950’s. It is defined as the tentative attachment of an observation to the emotions implied by a person’s words, actions, or demeanor. Adopted for use in law enforcement in the mid-1980s, it is one of the most powerful tools in a hostage negotiators toolbox. 

    Most people who think they are good listeners underperform. There is some research that suggests they do so by as much as 60%.  This overconfidence impedes their success as it prevents them from truly understanding the motivation of the other side.Nothing puts a relationship in jeopardy faster than poor listening. Husband, wife, son, daughter, boss or subordinate, people do not take long to...

  Google “Leadership Emotional Intelligence” and marvel at the number of hits on books, articles, and blog posts that have been produced. Not a week goes by without a new offering espousing the importance of Emotional Intelligence (EQ) and interpersonal communication for business leaders. 

As I reflected on my time as commander of my former agency’s Hostage Negotiations Team, I realized that eight of the 15 negotiators was a woman. It was not necessarily by design. It was just the way it shook out. They competed for the spots and outperformed other candidates; male and female.

The Incident Commander (IC) is brand new. He has spent the last three years as a sergeant in the Property and Evidence section. He was promoted to sergeant four years prior and spent one year running a squad before being transferred to Property and Evidence. Two months ago he competed for and was ultimately promoted to lieutenant.

Falling silent, also known as the effective pause, is a powerful tool to use during interpersonal communication. It is a skill in which you intentionally create a void in the dialogue, before or after saying something meaningful, to entice the other side to continue talking and perhaps expound on a point they were trying to make. It is arguably the most underutilized listening skill. Sometimes,...