Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator

Sane people who use insane tactics as part of their shtick usually will drop those tactics when they realize they’re not working. Outrageous behavior and demands have a tendency to disintegrate when it becomes obvious that the real goal is obtainable without them.

Again, you’re not out to fix the person’s head, just to make a deal. That’s where the focus of the negotiations should be.