November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 43Ultimatums
Ultimatums are very high-profile statements that tend to strike fear into inexperienced negotiators. Terrorists are holding a plane full of hostages and tell negotiators that unless their demands are met, they will start shooting hostages at noon on the following day. Jimmy Carter used to say that the worst nightmare of his presidency was that the Iranians who had taken the hostages in the embassy in Tehran would start shooting them one at a time until he met their demands. An ultimatum is a powerful pressure point, but it has one major flaw as a gambit: If you say that you are going to shoot the first hostage at noon tomorrow, what had you better be prepared to do at noon tomorrow? Right. Shoot the first hostage. Because ...
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