Hostage negotiators apply a secret code of emotional intelligence to highly charged situations. What would happen if those same ideas were applicable to all interactions?
The FBI developed psychological profiling based on the idea that crime was just human behavior and that homicide is only an intense form of behavior. Therefore, those lessons would apply to all behavior.
The same is true for hostage negotiation. Hostage taking is an intense form of negotiation and it’s governed by the same set of principles as all negotiation.
What principles? Emotional intelligence. As it turns out, neuroscience backed emotional intelligence. These strategies have been field tested under the most extreme conditions and across all cultures.
Chris Voss is the author of the Wall Street Journal Bestselling business negotiation book “Never Split The Difference: Negotiating As If Your Life Depended On It”.
Chris is a business negotiation specialist and was the FBI’s Lead International Kidnapping Negotiator, negotiating all over the world. Chris is a 24-year veteran of the FBI and has taught business negotiation at Harvard Law School, and in the MBA programs at Georgetown University and The University of Southern California. “Never Split The Difference” was named a top business book of 2016 by Business Insider and has been named on Forbes.com as one of The Seven Best Negotiation Books Ever Written.
Chris is currently the CEO of The Black Swan Group, a business negotiation advisory firm that teaches the competitive edge of hostage negotiation for application in the business world. “Never Split The Difference” is being translated into 19 languages and 26 countries.Join Report
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