Immediate Negotiation

By Vincent Guastamacchia | September 25, 2015

The criteria for eligibility into the New York City’s elite, Hostage Negotiation Team is incredibly strict. Qualities such as age, demeanor, communication as well as active listening skills all factor into the selection process. This becomes evident when you consider the fact that while there are approximately thirty five thousand uniformed members of the service, there are only one hundred negotiators.

The most important qualification for selection is life experience. The candidate must have endured and successfully overcome a traumatic event in his or her life. This requirement is vital as it allows for a better relationship to the person with whom you are negotiating. The ability to speak from personal experience is a tremendous advantage when forming the initial and on all counts essential bond preceding the connection with the individual in question.

“One thing every negotiator must do before beginning dialogue is clear your mind of all other problems, whatever problems you’ve encountered up until the moment you received the assignment”. These prescient words were the advice provided by Jack Cambria, the commanding officer of the Hostage Negotiation Team during my initial interview. Though relatively experienced at thirty-one years of age, these words and the discipline they required were intimidating. Only after years of time spent in the position of a Hostage Negotiator was I able to fully appreciate how on point his advice was.

At the time of this interview I pondered why Jack would stress this point so vehemently. Upon serious reflection, observation of the “job” and our interaction with the public, did I understand the negativity that surrounds the Department.  All of the hate directed towards you, the misery, pain and suffering we deal with on a daily basis, it’s no wonder we often times end up “on edge”. Until you realize how these compounding effects of negative energy have on the human mind and body, you walk blindly through it without hope of this dark environment changing for the better. The attitude of many on the force bares similarity to a trained animal that attacks its master after years of getting lashed. It is understandable that on the rare occasion an officer will lash out after being on the receiving end of a barrage of unpleasantries or repeated disrespectful words and gestures. Jack’s advice applied not only to each negotiation, but also how I chose to approach each day on the job. Every assignment and tour required utilizing the knowledge gained with experience, while not allowing the experiences to effect my perspective on the ultimate goal of public service.

During my initial interview with Jack, I recalled a conversation I had with my stepfather, a retired detective. His words were simple: “The job you’re about to begin is tough, you will be spit at, cursed at, yelled at and even shot at, but remember it’s not personal.”   Looking back he was absolutely right, the hate wasn’t directed at me, but rather, the uniform. However, prior to receiving the Hostage Negotiation training, I was taking my interactions with the public personally. I would mentally prepare myself for another day of exactly what my dad said and worse, subconsciously causing me to be on “edge”. Being on edge lead to bad decisions and an unprofessional demeanor with those we were meant to serve and protect.

I had not listened to what my father’s experience had taught him until I saw the correlation to Jack’s advice. I stopped allowing myself to be on edge, yet still managed to remain on guard for my safety. From then on, I saw the negativity for what it was and by not taking it personally, I developed a longer fuse when dealing with emotional situations. This earned me the respect of those with whom I engaged. Eventually the community will begin to understand the authority you were given and that you are only there to help.

Negotiators responsibilities are broader than the general public understands. Not only do we handle the classic “hostage” situations, but also are charged with emotionally disturbed individuals who might harm themselves or others. Under those more common circumstances of the “EDP”, a Negotiator is required to connect with a complete stranger quickly and begin dialogue.  We choose our words cautiously and express them in a manner to ensure they are perceived as intended. Foreseeing how the words will be perceived eliminates miscommunication and the potential for the situation to escalate. We humble ourselves as to ensure the tone of our voice along with our physical demeanor soothes the intended recipient. We also consider the circumstances of the situation and try to look at it from the intended recipient’s point of view to effectively communicate and resolve the scenario.

Since there is a negotiation in every encounter between the police and the community, how the exchange starts off significantly determines the outcome.  Controlling the level of emotion is equally as important as controlling the situation itself. Remembering that emotions are contagious, I was able to remain calm and didn’t allow people to break my character. Once people see how calm and professional you are they quickly gain respect for you.

Move over Deadliest Catch, now more than ever the job of a Police Officer in the United States is the most dangerous occupation. Every encounter with the community varies given the nature of the job assignment. A 911 call for an elderly man having a heart attack differs materially from a man suspected of possessing a gun. Adrenaline and fear are two major factors that affect attitude and demeanor. These two complete opposite emotions makes your heart race and your pores sweat. Regardless of one’s occupation, in high stress interactions it is imperative to make rational decisions. Additionally, the fight or flight response is inherent in all of us. Police Officers may have to fight the urge to flee regardless of the natural impulse of self-preservation.

Police Officers are generally well trained for the matters that frighten the average citizen. Their profession requires them to run towards danger while others flee. The luxury of time as it pertains to life and death decisions is not afforded to the only profession that has the legal right to use force that may ultimately take life. Providing the most practical psychological training is the least we can do to reduce the escalation of incidents and prevent further loss of life.

It is important to understand that while the job of an officer is incredibly complicated and stressful, it is educational as well. By sheer volume I was afforded many opportunities to practice “Immediate Negotiation”. Jack’s lessons combined with “On the Job” experience, was invaluable training on how to control adrenaline and manage fear in high stress situations.

The art of Immediate Negotiation is a practical approach to diffusing conflict. Once perfected it will earn you the respect necessary to control most situations. Mastering the ability of controlling your emotions, no matter how stretched, is the essential element. By doing so, you diminish the variables to be dealt with and raise the probability of making the correct decision. With each additional party involved in any emotional situation, you inevitably see an exponential increase in the likelihood of a tragic result.

Of all the experience and knowledge I gained in my career with the NYPD, from the first day till my last, the most important lesson I learned was in an interview with Jack Cambria.

This is dedicated to my mentor Jack Cambria and to the men and woman who lost their lives in the line of duty. I only hope these words can help active law enforcement personnel make it through their tour each day as they did mine.




  1. Hugh McGowan September 25, 2015 at 8:27 pm

    Thanks Vincent for allowing me to read this well written article. You have captured the essence of what a good negotiator strives for on a daily basis. Accepting that “it’s not personal ” makes it possible for us to break through the anger and fear of our EDPs and pull them back from the edge. We all have our own demons and we have to control them before we try to help our brothers and sisters who are in crisis. Keep up your writing and stay in touch. Be well. Hugh

    • Samuel Farina October 11, 2015 at 11:23 pm

      Vincent, you have captured in words what most of us want to say but just can’t say them as eloquent as you have in this article. I would agree with your assessment of Jack’s infectious leadership and teachings. I too have been one who has been inspired by the unique individual at my first encounter. Well written and a great tribute to every hostage negotiator who, on a daily basis, makes this country a safer place, especially during times of crisis. My best to you and I encourage you to keep the articles coming. I will forward this on the NYAHN membership for their review and as a tribute to Lt. Jack Cambria (retired).

  2. Steve Mona September 26, 2015 at 1:15 pm

    Beautifully written old friend.

  3. Reek September 27, 2015 at 2:21 pm

    Well written article my friend. It is rare that a person can cross paths with others and create a bond and respect for one another. I can say and hope the feeling is mutual that our encounter created that bond. You are definitely one of the good guys and just overall great person. Much continued success and blessings to you.

  4. IRMA September 27, 2015 at 3:58 pm

    So well written. I was on the Hostage Team it was an honor to serve!! Jack was great and so are you!!

  5. Joe villani September 28, 2015 at 11:57 am

    This was an amazing article that really explains how to make the situation better. I really enjoyed reading it!

  6. Walter Simons September 29, 2015 at 2:29 am

    Wow, the more I get to know you brother the more you amaze me!! Well written and your favs are on point. You are one of the best and I am blessed to call you a friend.

  7. Jack Cambria September 30, 2015 at 6:06 pm

    Dear Vincent, Your beautifully written article captures the true spirit of what it means to be a negotiator. The philosophy of negotiations has always been that just because you have the stick doesn’t mean that you have to use it!; you’ve captured that principle perfectly in your article. I thank you for your kind and generous sentiments about me that are so greatly appreciated and I am gratified to know that the student has now become the teacher. I send you my very best and warmest regards always!

  8. John Timpanaro October 9, 2015 at 3:10 am

    Dear Vincent, as your colleague and friend, I applaud your perspective on the philosophy of conflict resolution and effective negotiation. I’ve always considered a true negotiator to be an artist, with a skill set that has life saving implications. You, Jack Cambria and the entire NYPD Hostage Negotiation Team have set a standard that’s second to none. The nationally recognized academic approach has proven to be effective and will undoubtedly stand the test of time.

  9. James Shanahan November 15, 2015 at 4:37 pm

    This is an exceptional article. Cogent, concise and very clear. I am grateful for our long association and the fact that we can support each other and are able to pass along the skills that we have learned and more importantly been “shown”. I am now as i have always been, very proud of you and fortunate to have you as a friend.

  10. Mike Flannery March 9, 2016 at 7:43 pm

    Excellent read on the very demanding responsibilities of today’s hostage negotiator.

  11. Eric Sanchez March 12, 2016 at 4:52 am

    A true pleasure to of had the opportunity to work with you, but an honor to have you as a friend!

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