Lieberman brain imaging study, 55
negativity and, 57–61, 64–68, 70
phrasing the label, 56
Rule of Three and, 177
rules about form and delivery, 55
Schilling kidnapping case and, 103
silences and, 56–57, 71, 72
step one: detecting the other person’s emotional state, 55–56
step two: labeling it aloud, 56
as transformative, 63
Washington Redskins ticket holder script, 60–61
“words, music, and dance” and, 55
Lanceley, Fred, 14–15
Langer, Ellen, 231
late-night FM DJ voice, 19, 31–33, 47
contract discussion and, 34
downward-inflecting statement, 32, 33
general demeanor and delivery, 32
Harlem fugitive stand-off negotiation and, 51
hostage negotiation and, 33–34, 38
lawyer-negotiators, 192–93
Leonsis, Ted, 231
“Lessons of Waco: Proposed Changes in Federal Law
Enforcement” (Heymann), 14
leverage, 220–24
Black Swans as leverage multipliers, 220–21, 224, 244
in a kidnapping, 221