Crisis Negotiations

In examining crisis negotiation, analysts discovered that even the most experienced executives have difficulty resolving a situation that feels like a hostage negotiation. These lessons, taken from crisis negotiation situations and hostage negotiators’ techniques, can help in a variety of crisis negotiation conditions.

For example, hostage negotiators follow certain rules that can be applied to your own crisis negotiation. First, contain the situation by laying down ground rules and limiting the number of opposing parties in the negotiation.

Next, skilled crisis negotiators try to uncover underlying emotional demands, and finally take great pains to build relationships with the opponent. These strategies and more are all a part of successful crisis negotiations.

Even if you don’t aspire to become an actual hostage negotiator, any kind of business negotiation or dealmaking that comes under pressure can be enhanced by taking lessons from hostage negotiation experts. Not unlike integrative negotiators who seek to create value between negotiating counterparts and distributive negotiators who seek to maximize one’s claim to value in the negotiation at hand, hostage negotiators need to be able to “apply a specific set of skills in a strategic manner that is based on the current context.”

The goal of hostage negotiations is to “work with the person in crisis towards a peaceful solution that previously seemed impossible,” or, in other words, to reconcile your counterpart’s problems with the need to maintain the peace for society at large.

Articles included here address many of the tactics hostage negotiators employ, such as opening up avenues for communication, exercising as much patience as possible, employ active listening techniques, show your opponent respect, stay calm, remain self-aware and be prepared to adapt to changing circumstances, even while maintaining the relationships you’ve already built.

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Police Negotiation Techniques from the New York City Police Department Hostage Negotiations Team

Keith Lutz   •  01/02/2017   •  Filed in Crisis Negotiations

New York City

Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Read More 

Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table

PON Staff   •  07/13/2015   •  Filed in Crisis Negotiations

clocking-ticking-300

It was a classic professional sports negotiation case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At midnight on June 30, the owners declared a lockout, halting preparations for the start of the 1998–99 NBA season. The players and owners negotiated for six … Read More 

After the West Coast Ports Conflict, Damage Remains

Katie Shonk   •  06/08/2015   •  Filed in Crisis Negotiations

after the west coast ports conflict damage remains

No one wants to engage in crisis negotiations. When parties need to hurriedly work out a solution to a shared problem, time is short, tempers are frayed, and the disaster is looming. Feeling they’ve exhausted good-faith bargaining, parties in crisis negotiations may believe they face an impossible choice between caving in to the other side’s … Read More 

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