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Negotiation Skills: The “60 Seconds Or She Dies” Challenge With FBI Negotiator Chris Voss

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Former FBI Hostage Negotiator Chris Voss of The Black Swan Group and author of “Never Split The Difference” teaches how to negotiate under pressure.

Learn more about negotiation with The Black Swan Group.

What common mistake do negotiators often make during a hostage negotiation, according to Chris Voss?

Negotiation Skills: The “60 Seconds Or She Dies” Challenge With FBI Negotiator Chris Voss

Negotiation is a critical skill in every aspect of our lives, from business to personal relationships. It requires patience, empathy, and the ability to communicate effectively. In a high-pressure situation such as a hostage negotiation, negotiation skills can mean the difference between life and death. The “60 Seconds or She Dies” challenge is a simulation designed to test a negotiator’s ability to think on their feet and react quickly in a tense, time-limited scenario.

FBI negotiator Chris Voss is renowned for his high-stakes hostage negotiations and has helped to train negotiators worldwide. In a YouTube video by WIRED, Voss speaks about the “60 Seconds or She Dies” challenge, explaining that the goal is to negotiate a hostage’s release within a minute by answering three questions:

1. Who are you?

2. What do you want?

3. How will you get it?

Voss explains that being able to answer these questions quickly is critical in a tense situation as it helps to establish credibility and build trust with the hostage-taker. He advises that we begin by humanizing ourselves and establishing rapport by using empathy and active listening. This helps to establish a positive atmosphere, which can promote productive dialogue and ultimately lead to the safe release of the hostage.

In the challenge, a participant is given 60 seconds to establish rapport, gain information, and negotiate for the release of the hostage. Voss emphasizes the importance of listening actively to the hostage-taker’s demands and using tactical empathy to understand the situation from their perspective. Tactical empathy involves understanding the interplay between emotions, perceptions, and behavior and using this knowledge to influence the conversation positively.

Voss notes that one common mistake negotiators make is trying to persuade the hostage-taker to feel or think differently. He emphasizes that this approach is typically unsuccessful and can even escalate the situation. Instead, a negotiator should focus on understanding the hostage-taker’s motivations and using that knowledge to negotiate for the release of the hostage.

The “60 Seconds or She Dies” challenge is a reminder that negotiation is not only about achieving a desirable outcome but also about preserving a relationship. By establishing rapport and using empathy, negotiators can create a positive atmosphere that promotes cooperation and productivity, even in the most high-pressure scenario.

In conclusion, negotiation skills are essential in any situation where multiple parties have competing interests. In a hostage scenario, it is critical to establish trust and rapport quickly to ensure the safe release of the hostage. The “60 Seconds or She Dies” challenge is an excellent way to test and improve negotiation skills. By using active listening, empathy, and tactical negotiation skills, negotiators can promote cooperation and achieve successful outcomes in high-pressure situations.