Knowing how to negotiate effectively is crucial for all Executives, especially in the most critical moments and when the stakes are high. Outside the world of business, law enforcement agencies are masters at it, and even the most experienced businessmen can find useful insights and reflections from their experience in facing and resolving situations where a word or a gesture can make the difference between life and death.

What techniques do the FBI and S.W.A.T. use to resolve the most complex negotiations? How to understand, interact with, and convince the interlocutor? What are the boundaries between manipulation and negotiation?

During this meeting, participants will have the opportunity to confront themselves with the experience of Scott Tillema, a former U.S. S.W.A.T. negotiator who personally led high-risk negotiations, in which the ability to listen, persuade, and negotiate made the difference between success and tragedy. These skills are also extremely useful in business, and in fact, Scott will share not only his experiences as a hostage negotiator but also the principles and techniques underlying his work, offering participants the opportunity to engage in a simulated hostage negotiation (with audio and video taken from real S.W.A.T. operations).

In particular, the following will be further explored:

• understanding the interlocutor: listening and empathy to open a channel with anyone
• the S.W.A.T. and FBI toolkit for negotiating under pressure
• the 4 pillars of negotiation: fairness, authonomy, empathy, recognition.