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Negotiating: When The Stakes Are High

by Tom O'Connor on October 19th, 2010

Hostage situations place negotiation skills in sharp relief.
When terrorists or psychopaths are cornered, the tinder-box of danger is always on the verge of igniting.
Emotions are running high and the stakes involved are literally a matter of life or death.
Yet, research (by McMains & Mullins) shows that hostage negotiators achieve a 95% success rate – managing [...]