Tuesday, February 18, 2025 (1:00 pm - 6:00 pm) Meeting

AGGIORNAMENTO PERMANENTE
IN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)


The meeting includes a limited number of participants
Rheinmetall Italia Via Affile, 102 - 00131 ROMA

Knowing how to negotiate effectively is crucial for all Executives, especially in the most critical moments and when the stakes are high. Outside the world of business, law enforcement agencies are masters at it, and even the most experienced businessmen can find useful insights and reflections from their experience in facing and resolving situations where a word or a gesture can make the difference between life and death.

What techniques do the FBI and S.W.A.T. use to resolve the most complex negotiations? How to understand, interact with, and convince the interlocutor? What are the boundaries between manipulation and negotiation?

During this meeting, participants will have the opportunity to confront themselves with the experience of Scott Tillema, a former U.S. S.W.A.T. negotiator who personally led high-risk negotiations, in which the ability to listen, persuade, and negotiate made the difference between success and tragedy. These skills are also extremely useful in business, and in fact, Scott will share not only his experiences as a hostage negotiator but also the principles and techniques underlying his work, offering participants the opportunity to engage in a simulated hostage negotiation (with audio and video taken from real S.W.A.T. operations).

In particular, the following will be further explored:

  • understanding the interlocutor: listening and empathy to open a channel with anyone
  • the S.W.A.T. and FBI toolkit for negotiating under pressure
  • the 4 pillars of negotiation: fairness, authority, empathy, recognition.

Speaker

Scott Tillema

Negotiation instructor, conflict resolver and  corporate trainer

Programme

February 18, 2025
1:00 pm - 2:00 pm Networking lunch
2:00 pm - 2:30 pm Tour of the production line
2:30 pm - 3:30 pm Negotiating with influence: lessons from a hostage negotiator
3:30 pm - 4:00 pm Debate
4:00 pm - 4:30 pm Break
4:30 pm - 5:30 pm "You are the hostage negotiator”: case study of a real hostage situation
5:30 pm - 6:00 pm Debate

Documenti dell'incontro

Nota informativa

AGGIORNAMENTO PERMANENTE
IN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Nota informativa

Kit

AGGIORNAMENTO PERMANENTE
IN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Kit

Documents

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Ottenere tutto. I segreti della negoziazione dal mondo dello spionaggio

Jeremy Hurewitz

Apogeo

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Gli errori più diffusi nelle trattative

Max H. Bazerman

Harvard Business Review Italia

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Volere troppo e ottenerlo. Le nuove regole della negoziazione

Chris Voss, Tahl Raz

Vallardi

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance

George Kohlrieser

Jossey-Bass

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

Negoziare come un professionista

Scott Walker

Harvard Business Review Italia

AGGIORNAMENTO PERMANENTEIN PERSON
Negotiating like the S.W.A.T.: experience and techniques of a hostage negotiator (with netwotking lunch anche site visit)

How to Master Conflict Resolution

Amy Gallo

Harvard Business Review