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

ISBN: 0071737774
EAN: 2147483647

Year: 2003
Pages: 180

Authors: Dominick Misino

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Table of Contents
BackCover
Negotiate and Win - Proven Strategies from the NYPD s Top Hostage Negotiator
Introduction: Talk to Me
Buy the Truth
The Basics, Step-by-Step
Chapter 1: Fifty Ninja Warriors at Your Back
A Team First
The Three Jobs in Negotiating
One-Man Teams
Merging the Roles
Separation, Separation, Separation
Commander Sets the Goal
Getting It Down
Reasonable Goals
Summing Up
Chapter 2: Position Is Everything
A Long-Term Head
The Phone and Other Tools
Enemy Territory
The Business Lunch
ALCOHOL?
Hostile Territory
Mental Comfort: Being Prepared
Every Journey Begins with a Map
Getting It Done
Summing Up
Chapter 3: Don t Give The Bad Guy A Gun
Start Right, Finish Right
Initial Intelligence
What s Negotiable And What s Not
What s Your Out?
The Push
The Split-Page Method
Basic Principles
Quick Fixes
Promises
Say What?
Concept 51
Politeness And Respect
Summing Up
Chapter 4: Contain, Negotiate, Close
The Basic Map
Smooth It Ain t
Breaking Containment
Turning It Around
Trust
Flow and Time-Out
Closing
Last-Minute Grabs
Buyer s Regret and Other Trust Breakers
Emotional Vulnerability
The Commander s Role
Where s The Negotiator Coming From?
Summing Up
Chapter 5: Your Ears Are Your Most Important Tool
Talk to Me
Empathy, Not Sympathy
Listening for Emotions
Active Listening
Mirroring and Values
Giving Yourself Away
Make Your Weaknesses Your Strengths
Malice in Your Heart
Shutting Up with Style
More Techniques to Keep It Going
Know Thyself: The Voice Thing
Role Playing
Don t Be Hard On Yourself
Summing Up
Chapter 6: The First Yes
The Right Yes
Building Rapport
Taking The Time To Sell
Yankee Fans
It Ain t Small If It s Talk
Zero In on Conflicts
Us, Not Them
The Terminal Or The Press
What d I Do?
Win-Win Never Really Is
Summing Up
Chapter 7: Is He A Psycho, Or Just A Maniac?
Right Minds
Personalities Count
The Four Types of Hostage Takers
Professional Criminals And Terrorists
Domestic Disputes
Breaking It Down
Dealing with Pros
The Importance Of Professionalism
Real Life: Emotionally Disturbed People
Paranoid Schizophrenics
Antisocial Personalities
Don t Be Bullied
Inadequate Personalities
Borderlines and Other Emotional Types
I Dunno
Dictating Terms
A Psycho, or a Maniac?
Getting Emotional
A Change In Tactics
Summing Up
Chapter 8: The Two Ds: Demands And Deadlines
Demands: A Dirty Word
Give Something For Something
Going First
Number Psychology
Crumpling Them Up
Separation of Powers
Outrageous Demands
Up Front
Macs Versus Delicious
Backside Deal Breakers
Telling Fluff From Stuff
Deadlines
The Long Haul
For Real, And Not
Reading The Other Side s Deadline
A Trick To Relax
The Funnel
Summing Up
Chapter 9: Sometimes It Only Takes Three Cigarettes
Closing Defined
A Smoke for a Life
What s Important?
Eyes on the Prize
Ego Time
The Flip Side: Egos Can Be Useful
Coddle the Chill
Hate Is a Four-Letter Word
Quashing the Deal
Explaining the Surrender
No Surprises
Summing Up
Chapter 10: The Five-Minute Car Deal And More Real-Life Adventures
Why Did It Work?
Wiggle Room
Complications
Needs and Wants
My Interests
Intel First
Closing the Negotiation
Getting What You Want
Speaking of Salesmen . . .
No Cons
Manipulation
Bringing Home The Bacon
The I m Your Friend Attitude
Summing Up
Chapter 11: Don t Get Taken
Avoiding Trouble
How Not to Be a Hostage
How Not to Be Bullied
When You Can t Walk Away
The Nonhostage Mindset
Gut Check
The Hardest Negotiation
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_L
Index_M
Index_N
Index_O
Index_P
Index_Q
Index_R
Index_S
Index_T
Index_U
Index_V
Index_W