Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation tips.
Before you dismiss such life-and-death situations as irrelevant to your professional career, consider the lessons that hostage negotiators have derived from their experiences: crisis negotiation techniques they believe can help us settle less violent, but still vexing, negotiation crises.
The same factors that influence your professional and personal negotiations−high stakes, heightened emotions, multiple parties, no time to prepare and outside interference−are the same that characterize hostage negotiations. Negotiation Briefings newsletter has described five hostage negotiation techniques to help diffuse your situation:
In our special free report – The New Conflict Management – renowned negotiation experts uncover unconventional approaches to conflict management that can turn adversaries into partners.