Did you know that the principles a hostage negotiator uses to negotiate with a hostage-taker can be applied to leadership? It seems far-fetched, I know. But Derek Gaunt takes the concept and drives it home in his book, “Ego, Authority, Failure: Using Emotional Intelligence Like a Hostage Negotiator to Succeed as a Leader.”

In this episode of Negotiations Ninja, we get into the specifics of the hostage negotiation framework, tactical empathy, the ability to build emotional control into conversations, and how to be an overall better leader. Do not miss this incredible conversation with a true master of negotiation.

Outline of This Episode

[2:06] Learn more about Derek Gaunt
[3:33] The hostage negotiation framework
[9:14] How to mitigate defensiveness
[11:30] Embrace a curious mindset
[16:46] Maintaining emotional control
[20:51] How to coach a “Blue Flamer”

Resources & People Mentioned

Never Split the Difference by Chris Voss

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How to Use Emotional Intelligence Like a Hostage Negotiator with Derek Gaunt, Ep #389