Prezi Presentation: 10 Mistakes of Hostage & Crisis Negotiators

I recently gave a presentation at Columbia University Conference on 10 Mistakes Law Enforcement Hostage and Crisis Negotiators Have Made & How You Can Avoid Them.
Grounded in research, the presentation also offers methods these negotiators utilize to avoid the mistakes while I also offered examples on how everyone can apply them to their lives regardless of their profession.

Read the article [HERE].

See the presentation [HERE] or click below.


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4 Secrets For Winning The Toughest Negotiations

Originally posted at the Crisis Negotiator Blog

Former U.S. Ambassador to the United Nations Bill Richardson has quite the reputation for brokering deals with thugs. Here's how he does it.

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Body Language, Negotiation & Haggling

Picture: Andy Ward/from WSJ

(Originally version posted at
Of course nonverbal communication communication has a role in every interaction, we all know that, right?

Demetria Gallegos of the Wall Street Journal explores the "art" of haggling during a recent trip to a medieval fair.  She reflects on how due to a lack of haggling, her piece of the pie was smaller (yes- pun intended for those who get that joke).

While reading this article, it shows how we really are (or are not) negotiating numerous times on a daily basis.  Also, those that are good are able to pick up on subtle signs on when to press and when not to.  Often, those signs are displayed as nonverbal communication cues such closing body language, eye contact change, and hand gestures.

Enjoy this article in today's WSJ on the art of haggling.

Rosella says she occasionally deals with sellers who are "horribly offended" when she tries to bargain. She'll apologize. Her intent isn't to hurt their feelings, so she's mindful of her body language, making eye contact and conveying sincerity. She keeps the bidding light. "When you negotiate aggressively, you do put people on the spot," she says. "You almost shame them into giving it to you free."

She also says it's good to be knowledgeable about the value of the item. "When you get a fair price for yourself, that's where you stop," she says. "You don't have to take them to the mat and beat them up."
Read more: HERE
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Insight From ACR Conference Presenters

"What's Happening?" Blog is a weekly round up of the all the ADR news, jobs, events and more.  Check it out each week and view past news [HERE]

ACR Annual Conference
Regardless if you are attending or not, have a look below to read about some of the interesting work of this year's presenters
For those attending the Conference, make sure to use the #ACR2013 tag on Facebook & Twitter

ODR: Online Dispute Resolution

  • By Colin Rule

Building Emotional Intelligence: A Grid For Practitioners

  • By Charlie Irvine & Michelle LeBaron

Assessing Conflict Behaviors and Hot Buttons – The Conflict Dynamics Profile

  • By Craig Runde

Trust Me or I’ll Kill You! What do Mediators mean by “Trust?”

  • By Madge Thorsen

Bringing it All Together: Bringing Your Mind, Body, Spirit, and Heart into the Session

  • By Dr. Rachel Goldberg

Waging Peace: A Post-Conflict Forgiveness and Reconciliation Model for Religious Conflicts

  • By Dr. Darrell Puls

Family Business Disputes- Expanding Your Mediation Practice

  • By Richard Lutringer

With Age Comes Wisdom

  • By Julie Denny

Effective Mediators & Nonverbal Communication

  • By Jeff Thompson

Stories Mediators Tell

  • By Glen Parker
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Build A Golden Bridge To Help Stop The Government Shutdown

Build a golden-what?

What does a bridge, no less a 'golden' one, have to do with mediation and negotiation? Well, the term is from William Ury's book, Getting Past No [here at Amazon and many others].

Building a golden bridge refers to making sure you have satisfied and overcome the the four common obstacles to an agreement: involving them in devising a solution, meeting unmet interests, helping them save face and finally making the process as simple and easy as possible.

There is much more to just making an attractive offer to the other party. If the above listed criteria are not satisfied, you might find yourself making what you think is the best offer for them, and then surprisingly they reject it.

As the current government shutdown continues down what is seemingly an intractable path, the following tips are all the more relevant.

1) Have everyone involved in building/writing the agreement

It is known that an agreement has a greater chance to be long lasting when the parties involved in the agreement also have input into what the agreement states. Even the best agreements can fail, or not even get finalized, if a party feels that they are being shut out. Simple ways to ensure everyone is involved is to ask them questions like, "what do you think?", "how do you see it?", "what should we do?"
Even if you are the one who suggested the idea earlier, do not take credit for it. You can say, "As we mentioned earlier," or to connect your comments with theirs, as Ury states, you can say something like, "Building on what you said earlier...".
Remember, keep focused on the goal- getting an agreement that will have you better off than your alternative. This is called your BATNA (use this acronym and impress your friends or fellow Congressmen- BATNA is Best Alternative to a Negotiated Aggreement).  So, if this means taking a bite of "humble pie" and letting the other side think they came up with the idea that is good- you not only built them a Golden Bridge, you also got what you wanted.
2) Look beyond the obvious interests (i.e. money) to include other, not-so-obvious interests

Read the rest of the article at HERE
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