Lessons from the Extreme: What Business Negotiators Can Learn from Hostage Negotiations

taylor - hostage negotiations

Editors’ Note: The high-stakes world of the hostage negotiator draws instinctive respect from other negotiators. But if you operate in another domain, you could be excused for thinking that hostage negotiation has nothing to do with you.

That impression, it turns out, is quite often wrong. Here, two researchers draw parallels to several kinds of business and other disputes in which it often seems that one of the parties acts similarly to a hostage taker. Understanding what hostage negotiators have learned to do in response can be a real asset to a negotiator faced with one of these situations.

(From the book)


Taylor, Paul J., and William A. Donohue. 2017. ‘Lessons from the Extreme: What Business Negotiators Can Learn from Hostage Negotiations’. In Negotiator’s Desk Reference, edited by Chris Honeyman and Andrea Kupfer Schneider. DRI Press. www.ndrweb.com.