Every negotiation – whether with a client, a supplier, a partner or a colleague – is, first and foremost, an interaction between people, with their reactions, emotions and interests. Knowing how to read the other party and manage the pressure can make the difference between a negotiation that breaks down and an agreement that is reached. This is what happens, under extreme conditions, in hostage release negotiations, where the pressure is at its highest and the margin for error is minimal.

During this session, participants will have the opportunity to engage with James Alvarez, a former hostage negotiator for Scotland Yard and the NYPD, to discover which techniques developed in crisis situations can be applied to business negotiations. Drawing on his experience in the field, he will demonstrate how techniques for influencing others and managing critical situations can be adapted to business negotiations. The principle is simple: if they work when a life is at stake, they can work in a business context too.

In particular, the following topics will be explored in depth:

• human behaviour in critical situations: how to interpret and manage the other party’s reactions
• a comparison of two real-life cases – a hostage-taking on the mainland and a case of piracy – and the lessons they offer to corporate negotiators
• how to distinguish between positions and interests in order to reach an agreement, putting the techniques learnt to the test through a practical exercise.