The Book of Real-World Negotiations

19“It All Began with a Crumpled-Up Note”

Based on an interview with Karen Hanrahan

High-stakes negotiations take many forms, but there is no higher stake than when human lives hang in the balance. When negotiating where people's lives are in question, the pressure and the consequences negotiators feel are often beyond words. The stress of the situation can lead to dynamics that encourage tough talk and demands. Two common outcomes follow when this strong-arm approach is taken – either the other side acquiesces to a demand or the process degenerates into stalemate and failure.

This type of negotiation challenge is complicated further when different cultural norms are added to the equation. Cultures vary greatly when it comes to negotiation and what is, and is not, appropriate. In many places around the world a key cultural concept is face saving – or the preservation of one's reputation – at all cost. In fact, a negotiated deal in these cultures cannot be consummated unless face saving underlines the agreement for all sides involved.

This fragile mix was on display in the case that follows. The lives of a group of girls and women were at issue. An international team had to negotiate for their release. A governmental entity had to grant permission for the negotiations. Those on the ground – both captors and captees – had to be given a way out that enabled them to save face. Here is how this complex story unfolded.

Background and the Negotiation Challenge

“A man handed me a ...