- Dec 30, 2012
How a hostage negotiator buys a car
There's "The Nibble," "Expanding the Pie" and "Disarming Empathy." The everyday example for the last is a former FBI hostage negotiator buying a new SUV, his explanation being "Get the other side to bargain against themselves... but you have to be nice about it." It's not for everyone, though – he called it "Master's level kidnap bargaining."
Have a listen to the show below to polish your persuasive technique, Mr. FBI begins at 8:25.