Former HOSTAGE NEGOTIATOR: Why Asking for a "YES" Is the WRONG Way To Ask a Question

Derek Gaunt is a Negotiations Trainer and Coach at The Black Swan Group, a consulting firm specializing in negotiation strategies rooted in hostage negotiation principles. With 29 years of law enforcement experience, including 20 years leading hostage negotiation teams in the Washington, DC, area, he has trained organizations globally on applying hostage negotiation principles to business and leadership. Derek is also the author of Ego, Authority, Failure©. 

In this episode…

Closing deals and winning negotiations can feel like an uphill battle, especially when clients are hesitant, defensive, or unresponsive. Many business professionals unknowingly create resistance by using the wrong approach, like pushing for a "yes" too soon, failing to address unspoken objections, or relying on email instead of in-person communication. How can you use proven negotiation techniques to turn difficult conversations into fruitful deals?

According to former hostage negotiator Derek Gaunt, business professionals can close more deals by applying hostage negotiation techniques to their pitches. He advises beginning with an "accusations audit," which acknowledges potential objections up front to reduce resistance from prospects. Rather than trying to secure the deal too soon with questions requiring a "yes" response, you can ask "no-oriented" questions phrased like "Would you be against…?" to make clients feel in control and more willing to engage. Derek also suggests testing verbal agreements at least twice to ensure commitment and prevent last-minute roadblocks in negotiations.

In this episode of What The Teck?, Rolando Rosas interviews Derek Gaunt, Negotiations Trainer and Coach at The Black Swan Group, about applying hostage negotiation strategies to business deals. Derek explains why emotions dictate responses in negotiations, how to identify manipulation, and the role of the amygdala in facilitating difficult conversations.