The power of courtesy

 

Reading FBI hostage negotiator Chris Voss’s book “Never Split The Difference” I’m struck by the fact that this man, negotiating with bankrobbers and terrorists, refers to the guy on the other side of the table as his “counterpart.”

 

“The guy on the opposite side of the table isn’t the problem. The situation is.”   This reminds me of a politician referring to an “opponent” as “the distinguished gentleman from such and such” and “my esteemed colleague.”

 

If Voss can speak with someone with...