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Establish Your Kill Line
A woman calls 911, hysterical. She tells the call taker that her boyfriend, a military vet, is despondent and threatening to commit suicide by way of...
He Issued A Demand or Deadline, Now What?
“We want four million dollars, forty 1,000-year-old ginseng roots, a 50-troop military helicopter, to take us to Thailand…and four bullet-proof...
Negotiation Training: Look What You Made Me Do
Jerry was a fifty-seven year-old male who doused himself with gasoline and was in possession of a handgun, threatening to commit suicide. This was...
Just Talk To Him
MOREPIES. It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active...
It's All Fun And Games, Until Someone Gets Hurt
In the late 1980’s, several deaths of mentally ill persons attributed to the Memphis Police Department (MPD) resulted in a change in tactics for how...
Hostage Or Non-Hostage? That is The Question
“Ma’am, here’s what we know so far. Suspect, John Doe of Any Address, is holding his estranged wife, Jane Doe against her will. Apparently, Doe is an...
Getting You From Rapport To Influence
We have written about the importance of active listening to demonstrate empathy in order to establish a bond or rapport with the other side of a...
When It Goes Bad, It Goes Bad Quickly (Part 2)
Let’s imagine for a moment that your team does not deploy negotiators on high-risk warrant service as was advocated in Part 1 of this series and the...
When It Goes Bad, It Goes Bad Quickly (Part 1)
Sunrise is about an hour away. SWAT has silently contained the target location. Their stack is at the front door, ready to execute a “no-knock”, high...
How to Handle Difficult Conversations
Difficult conversations or manipulative tactics can be deal makers or deal breakers, depending on the stage of the negotiations, the relationships of...
The Power of the Label
At a conference last week I was extolling the value of the label among other active listening skills. The next morning a participant told me he had...
Our Role In a Terrorist Event
“The enemy uses the best negotiator he has, who is normally very sly, and knowledgeable in human psychology. He is capable of planting fear in the...