Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator 

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• 2. BackCover

• 3. Negotiate and Win - Proven Strategies from the NYPD s Top Hostage Negotiator

• 4. Introduction: Talk to Me

  Overview

• 5. Buy the Truth

  Buy the Truth

• 6. The Basics, Step-by-Step

  The Basics Step-by-Step

• 7. Chapter 1: Fifty Ninja Warriors at Your Back

  Teamwork and the different roles in a negotiation.

• 8. A Team First

  A Team First

• 9. The Three Jobs in Negotiating

  The Three Jobs in Negotiating

• 10. One-Man Teams

  One-Man Teams

• 11. Merging the Roles

  Merging the Roles

• 12. Separation, Separation, Separation

  Separation Separation Separation

• 13. Commander Sets the Goal

  Commander Sets the Goal

• 14. Getting It Down

  Getting It Down

• 15. Reasonable Goals

  Reasonable Goals

• 16. Summing Up

  Summing Up

• 17. Chapter 2: Position Is Everything

  Before you negotiate be mentally and physically in the right place.

• 18. A Long-Term Head

  A Long-Term Head

• 19. The Phone and Other Tools

  The Phone and Other Tools

• 20. Enemy Territory

  Enemy Territory

• 21. The Business Lunch

  The Business Lunch

• 22. ALCOHOL?

  ALCOHOL?

• 23. Hostile Territory

  Hostile Territory

• 24. Mental Comfort: Being Prepared

  Mental Comfort: Being Prepared

• 25. Every Journey Begins with a Map

  Every Journey Begins with a Map

• 26. Getting It Done

  Getting It Done

• 27. Summing Up

  Summing Up

• 28. Chapter 3: Don t Give The Bad Guy A Gun

  Before you begin to negotiate know what you will not give up

• 29. Start Right, Finish Right

  Start Right Finish Right

• 30. Initial Intelligence

  Initial Intelligence

• 31. What s Negotiable And What s Not

  Whats Negotiable And Whats Not

• 32. What s Your Out?

  Whats Your Out?

• 33. The Push

  The Push

• 34. The Split-Page Method

  The Split-Page Method

• 35. Basic Principles

  Basic Principles

• 36. Quick Fixes

  Quick Fixes

• 37. Promises

  Promises

• 38. Say What?

  Say What?

• 39. Concept 51

  Concept 51

• 40. Politeness And Respect

  Politeness And Respect

• 41. Summing Up

  Summing Up

• 42. Chapter 4: Contain, Negotiate, Close

  There are three phases to every negotiation. Finish one before you go on to the next.

• 43. The Basic Map

  The Basic Map

• 44. Smooth It Ain t

  Smooth It Aint

• 45. Breaking Containment

  Breaking Containment

• 46. Turning It Around

  Turning It Around

• 47. Trust

  Trust

• 48. Flow and Time-Out

  Flow and Time-Out

• 49. Closing

  Closing

• 50. Last-Minute Grabs

  Last-Minute Grabs

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