Influencing the Irrational: Lessons from a Former Hostage Negotiator

Mastering Negotiation: From Hostage Tactics to Everyday Deals with Susan Ibitz SUMMARY In this episode of Present Influence, host John Ball interviews Susan Ibitz, an expert in international hostage negotiation, interrogation, and behavioural analysis, about applying real hostage negotiation strategies to everyday situations. Susan shares practical tactics for establishing instant rapport, navigating irrational behaviour, and negotiating without scripts. She discusses the balance of warmth and assertiveness in communication and the importance of understanding both your own and others' irrational behaviours. The episode also highlights the value of strategic negotiation in various contexts, from personal relationships to high-stakes business deals, and encourages listeners to embrace their authentic selves to find their true tribe. CHAPTERS 00:00 Introduction to Hostage Negotiation Techniques 01:51 Meet Susan Ibitz: Hostage Negotiator and Behavioural Analyst 02:24 The Importance of Authenticity and Finding Your Tribe 03:25 Susan's Journey: From Personal Struggles to Professional Success 08:53 Communication Techniques for Building Rapport 13:21 Understanding and Managing Irrational Behaviour 32:46 Reflecting on Fashion Choices 34:01 The Challenges of Public Speaking 35:07 Introverts vs. Extroverts in Public Speaking 40:57 Finding Your Happy Place 42:46 The Importance of Negotiation 52:48 Overcoming Obstacles for Personal Growth 01:01:08 Conclusion and Final Thoughts Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening, and please give the show a 5* review if you enjoyed it.