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Apply hostage negotiation principles to business deals for better outcomes

Business negotiators, sales professionals, and deal makers

Single negotiation session

What Success Looks Like

The other party feels safe enough to share their real concerns, both parties work together to solve the underlying problem, and the resolution creates a foundation for future collaboration

Steps to Execute

1

Use late-night FM DJ voice (calm, soothing tone)

2

Express genuine concern for their situation

3

Remove yourself as a threat immediately

4

Focus on getting everyone out safely (win-win outcome)

5

Listen for what's really bothering them

6

Adjust your approach based on their real concerns

7

End every conversation on your terms, not theirs

Checklist

Am I using a calming, non-threatening voice?
Have I expressed genuine concern for their outcome?
Do they see me as someone trying to help rather than exploit?
Am I listening for their underlying fears or concerns?
Have I adjusted my approach based on what I'm hearing?
Am I controlling the end of conversations to maintain momentum?

Inputs Needed

  • Voice control and tone awareness
  • Genuine concern for win-win outcomes
  • Patience to let them express their concerns
  • Flexibility to adjust approach mid-conversation
  • Team support to provide perspective and notes

Outputs

  • Voluntary compliance rather than forced agreement
  • Understanding of their real underlying concerns
  • De-escalated tension and increased cooperation
  • Foundation for long-term relationship
  • Better implementation because both parties are truly committed

Example

“A software company is negotiating a large enterprise contract. The client seems resistant and keeps mentioning budget constraints. Instead of pressuring them on price, the salesperson says: 'It sounds like you're under a lot of pressure to deliver results while staying within budget constraints. That must be incredibly stressful.' This opens up a conversation about the real timeline and budget flexibility.”

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