The British Connection: A Ransom Negotiation

This is a step-by-step description of the negotiation following an abduction in Colombia. A negotiator sent by a British insurance company conducted the process. The story is based on actual events and draws from original documents and taped conversations gathered by the negotiator’s interpreter during the negotiation process. The case examines negotiation techniques used by both sides and can be used to analyze various issues, including: negotiation techniques, alignment of interests between the insurer and the family, advice to victims and families, and ethical issues in high-stakes negotiations.