“Leave your emotions outside the negotiating room? As I think all of you know: Good luck.” - What People Really Want: 5 Secrets to Successful Negotiating
Of all the anecdotes our webinar speakers have used to illustrate their lessons, Daniel Shapiro’s tale of a crazed kidnapper’s panicked dialogue with the police might be the ultimate show-stopper. With a life in the balance, hostage negotiators realized they were getting nowhere. The perpetrator’s distorted reality made him irrational and time was running out. After regrouping, the authorities realized they had to verbally express appreciation for the madman’s deranged viewpoint, cutting through his storm of emotions to reach the flicker of reason within them.
The lesson? Trying to become a “hyper-rational robot” during stressful negotiations isn’t a realistic strategy, as the founder and director of the Harvard International Negotiation Program told webinar attendees in Ma...(register to read more)