Posted in Negotiation by Gene Killian Share. The well-done show vividly depicts the breakdown of communications between FBI negotiators and cult leaders, and between FBI negotiators and their tactical counterparts, that ultimately led to a bad outcome. Can some of the lessons from Waco help us to become better business negotiators? That aspect of FBI negotiation translates directly to the world we live in now; many face-to-face meetings and negotiations have morphed into phone calls and Zoom meetings.
Suspecting the group of stockpiling illegal weapons and potential child abuse, the ATF obtained a search warrant for the compound, and arrest warrants for Koresh and some of the group's members. The incident began when the ATF attacked the ranch, contending that they were there to serve the warrants. A gunfight erupted, and four government agents and six Branch Davidians were killed. The FBI then surrounded the compound, and negotiators were brought in, including Noesner.
A fire erupted, killing 76 Branch Davidians, including 25 children and two pregnant women. Koresh, who had been wounded earlier by FBI gunfire, died in the attack, but may have asked Schneider to shoot him and put him out of his misery. Schneider also died, possibly by his own hand. The source of the fire has been the subject of much argument.
A government investigation concluded that the Branch Davidians had started the fire themselves. So, why were the Waco negotiations ultimately unsuccessful? Some in management also believed that every day the siege continued was a waste of taxpayer dollars. That belief led to the abandonment of negotiation and the final, deadly attack.
First , throughout his book, Noesner emphasizes the need for patience, and sometimes extreme patience, in any complex negotiation. Americans are not, by nature, a patient people, especially in this world of second soundbytes. It may be a beginning. You can always come back later and try again, after a suitable break. Think carefully about what you can say or do to begin establishing trust and rapport with the other side. Do you have any common personal interests, or a similar personal background to chat about?
