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Ransom Dropped After "That's Right"
- In a Philippine kidnapping the negotiator moved a $10M ransom to zero after getting the kidnapper to say "that's right."
- The captor later praised the negotiator, showing long-term relational gains.
Trade Value, Don't Split The Difference
- Avoid lazy compromise and look for high-value trades instead of splitting the difference.
- Trade something low-cost to you but highly valuable to them to create better outcomes.
Intense Emotions Are Scaled Normalcy
- Hostage-takers aren't fundamentally different; they display emotions more intensely.
- Techniques for intense emotions also work for normal negotiations because all decisions are emotional.