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

It’s important to be comfortable when you negotiate—important for you, critical for your opposite number.

Pay attention to hidden messages you may project before the negotiations start, especially with your clothes and jewelry.

Realize that the surroundings and tools you use—a fancy restaurant, the telephone—can subtly influence the tone and shape of the negotiations. Be aware of it, and use it to your advantage as you build rapport.

Don’t negotiate until you’re ready to negotiate, which means:

• Know what you want

• Have a map for getting there