This blog was originally published on 4/17/2017 and updated on 8/6/2020.
A few years ago, I was the only hostage negotiator in a room full of SWAT guys.
The quarterly meeting was for SWAT guys, by SWAT guys, and I was an interloper in hostile territory.
Why was I there? To request a piece of their pie.
The SWAT group had a training operations cache of about $78,000. Because they hadn’t spent any of the money over several years, I wanted to know whether I could grab $9,000 each year to train negotiators.
I used two communication skills—a Cold Read and an Accusation Audit™—to walk out of the room with what I wanted.