From Hostage Situations to Boardrooms: The Power of Negotiation Unveiled by a Police Negotiator

From Hostage Situations to Boardrooms: The Power of Negotiation Unveiled by a Police Negotiator

I recently had the unique opportunity to participate in the "How to Progress in Business" conference in Manchester's vibrant city. The keynote speaker was Nigel Taberner, a renowned former police hostage negotiator whose extensive experience includes over 140 incidents. Remarkably, all of these situations were resolved without any loss of life—a remarkable testament to the potency of effective communication and negotiation.

A point of particular interest was the negotiation model Taberner shared, developed and honed during tense hostage situations. It involves carefully managed interactions and intuitive relationship building, an approach surprisingly applicable in business negotiations. It closely mirrors techniques that I've naturally adopted in my career.

Often, my preference for devoting the opening moments of a meeting to the seemingly trivial conversation has drawn criticism. Discussing the weather, the attendees' locations, or other off-topic subjects is perceived by some as a waste of precious time. Yet, in my experience, these initial exchanges are key to establishing rapport. An instance that stands out is when my distinctive Northern accent struck a chord with a fellow Mancunian during a meeting. The subsequent conversation led to a shared bond over our hometown and football preferences, paving the way for open and productive discussions.

In our multitasking world, active listening is an undervalued skill. Can we truly absorb information while simultaneously typing notes or checking emails during a meeting? According to scientific studies, the answer is no. Splitting our attention risks missing crucial details. Balancing active listening with note-taking is a challenge, yet it's essential for ensuring we fully grasp the nuances of the conversation.

The hostage negotiator's engagement model, as shared by Taberner, comprises four stages:

1. First Impression

2. Developing a Connection

3. Building Trust & Confidence

4. Influence & Persuasion

Each stage is vital and must be tackled diligently. Many people, especially in the sales world, are often too eager to exert influence and persuasion before trust and confidence have been established. The folly in this approach becomes evident when we consider the saying, "Trust walks in and leaves on a horse." Establishing a meaningful connection takes time and patience—it's not a process to be rushed.

Taberner's model is not exclusive to high-stakes hostage situations; it finds relevance in various business contexts, including engagement and outreach initiatives. It's a theme that has appeared repeatedly in my articles over the past six months. It's also closely related to preventing revenue leakage, a previously explored topic. When we fail to listen actively, we risk missing out on vital business insights, potentially leading to lost opportunities.

Some may perceive my approach to sales as laid back. However, it's a conscious strategy rooted in understanding the importance of methodically working through each stage of the negotiation process. It's a journey towards closing successful deals that requires patience and a commitment to building relationships.

In the spirit of sharing these insights, I am offering a free, 60-minute 1:2:1 negotiation lesson. https://lnkd.in/emMjKSt5

It's an opportunity for you to learn from my experiences and apply the wisdom of professionals like Nigel Taberner. You're taking a crucial step towards business success by honing your negotiation skills and enhancing your business interactions.

Remember, the ability to influence begins with the ability to listen.

Sign up today to begin your journey https://lnkd.in/emMjKSt5

Author

Andy Hamer BA (Hons) Marketing Engineering FCIM

Building a business based on disruptive technologies can be a challenging task; I'm passionate about helping customers find solutions to improve their businesses and increase profitability while minimizing risk.

With a proven track record of delivering disruptive technologies to market in the UK and globally, my diverse portfolio of experience in commercial, sales, marketing, and operations allows me to offer consultancy services that align businesses for success.

Think of me as your personal “Google Maps” for business, processing and making sense of the overwhelming amount of information and variables in the business world to help you navigate your journey. I've worked with various medium-sized businesses and start-ups, including CodeBook, Xinaps, Invicara, XYZ Reality, and Archdesk, helping them to grow and scale.

I've also worked with major technology companies such as IBM, DEC, Apple, Toshiba, Panasonic, and global services businesses like ATT, BT, CSC, NTT, KDD, and Deutsche Telecom to understand the opportunities for new product and services based on new technologies.

My consultancy services are founded on commercially aligning businesses for success, and I offer them in-person, remotely, and in a hybrid format to clients in the UK and internationally.

Your business is my business, and I'm committed to working with you to help your business scale and grow by developing an aligned commercial-operational strategy.

Don't just take my word for it - let my clients speak to my expertise and approach:

"We discussed our business opportunities with him. He is among the few knowledgeable people about the AEC industry and its needs and is a great guy for marketing questions and processes."

"Andy brought great insight to my business with ideas on improving processes and using technology. We've also had several strategy sessions to examine how we can approach the market more dynamically by offering better”

Accreditations

BA (Hons) Marketing Engineering?

Fellow of the Chartered Institute of Marketing FCIM