In this episode of the NEGOTIATEx podcast, Nolan and Aram interview Andy Fairie, a former British police officer and hostage crisis negotiator. Andy shares his personal journey in negotiation and discusses the key components of the negotiation process used by the police force. He introduces his own model called SIMPLE, which stands for Stop, Introduce Yourself, Make it Possible to Listen, Know Your Purpose, Listen, and Empathize. Andy emphasizes the importance of de-escalating oneself before de-escalating others, introducing oneself to establish a personal connection, creating the conditions for effective listening, and building trust through acceptance, genuineness, and empathy. He also highlights the significance of empathy in negotiations and the power of making others feel heard and understood.