Analysis: The delicate balancing act required in skilled negotiating

JUDITH Tebbutt’s captors showed they were not to be trifled with and that they were capable of murder, after killing her husband during the abduction. The most dangerous and fraught part of any kidnap situation is the abduction, but hostage negotiators can’t do anything about that.

Where they can help is in setting up the exchange, so that the risks to the principal – the person who has been kidnapped – are reduced. That includes simply building a rapport with the kidnappers, to make sure they recognise business will be done and they will get paid.

The issue of time is also important. These kind of people don’t live in our world where everything is governed by clocks and schedules. Most of them don’t own watches and don’t care, they’re in their own comfort zone in their homeland and can afford to wait. Time is not our friend, it’s their friend.

As a negotiator, you also have to manage the perceptions of the kidnappers. If, for example, they read about the person in their captivity in a newspaper, they’re going to think they’re important, and the price will go up.

If the sum of the ransom is far greater than can be raised, that’s just tough luck for the hostage, so part of my job is to reduce expectations. It can be difficult dealing with families. Emotions run hot and cold. There can be a lot of grief, but also anger.

Of course, negotiations do not just take place with the kidnappers. Often the most difficult negotiations are with other parties that are involved, whether they be governments, politicians, companies, or other members of the family. Negotiations with the kidnappers are pretty straightforward – they want money – but other parties can make things difficult.

No government will be seen to negotiate, and most governments will not negotiate or get involved at all. I really, doubt that the British government had any part to play. It’s horrible, it’s ruthless, but there’s no other way.

• Hostage negotiator Ben Lopez is author of The Negotiator. His profile remains anonymous for security reasons