1: It’s hot.  A sweltering hot summer’s day.

Three fugitives are trapped in an apartment on the twenty-seventh floor of an apartment building in Harlem.  Chris Voss, the head of the New York City FBI Crisis Negotiation Team, stands in the hallway on the other side of the door.

Yesterday, we looked at the importance of understanding the other person’s emotions in any negotiation.

And while the fugitives were … continue reading