Negotiating Security Concerns in Crises

As a cyber forensics and threat analysis expert, I’ve successfully negotiated with over 50 threat actors, achieving a 95% success rate as part of my incident response plan for Clients. Today was the 50th successful matter. Each encounter has been a masterclass in understanding human behavior, technology, and risk management. Here are my top learnings from these negotiations: 1. Patience under pressure: Staying composed is essential for strategic decision-making. 2. Clear and concise communication: Building trust through precise dialogue is key. 3. Understanding motives: Tailor your approach to the unique motivations of each actor. 4. Time sensitivity: Act swiftly but carefully—balance speed with thoroughness. 5. Adaptability: Always be ready to pivot strategies based on real-time intel. 6. Meticulous documentation: Every step needs recording for legal, analytical, and operational review. 7. Ethical boundaries: Safeguarding sensitive information and following legal guidelines is paramount. 8. Team collaboration: Bringing together legal, technical, and leadership teams leads to the best outcomes. 9. Constant evolution: Cyber threats evolve rapidly—so should our strategies. 10. Learning from every incident: Each case strengthens our response capabilities for future threats. The evolving cyber landscape demands continuous learning and proactive measures. Let’s stay ahead of the curve. #CyberSecurity #IncidentResponse #ThreatNegotiation #DigitalForensics #CyberForensics

What if I told you that a risk assessment… …is a negotiation? Most of us treat risk assessments like a checklist to identify assets, assign impact, evaluate likelihood, map controls. But what if you treated a risk assessment more like a negotiation? Not with threat actors. Not even with your auditors. ->But with your own business. You're negotiating what matters. what's acceptable. how much risk is too much, and where you're willing to spend or absorb. It’s a back-and-forth between Security teams pushing for resilience Executives demanding business velocity Finance advocating for cost discipline Ops needing agility Legal needing plausible deniability You walk into a risk assessment expecting objectivity. But what you really find is perspective, incentives, and trade-offs. That’s negotiation. Like any good negotiator: -Know their leverage and where compliance or client expectations drive change -Understand the other party’s needs, things like what matters to sales, finance, or product -Frame risk in business terms and NOT in CVSS scores, but in lost deals or downtime dollars -Propose credible options and don’t just “block it,” but “mitigate it, monitor it, or insure it” From my experience, the best security programs don’t eliminate risk. They transparently negotiate risk into alignment with business goals. So, the next time you’re leading a risk assessment, remember… You’re not just evaluating threats. You’re sitting across the table from your business partners, finding common ground between risk tolerance and reality. Be less of a checkbox checker. Be more of a dealmaker. #ciso #securityleadership #risk #business

Some of you already know that I’m trained in and advise on #crisis #management in addition to #negotiation—and the two often go hand in hand. It nicely ties into out #MandA services. But, how do #crisismanagement and #negotiations intersect? Instead of sitting across a table, you’re negotiating with time, uncertainty, and perception. Here’s how we as #CrisisLeaders apply #negotiation #tactics when the pressure is on: 1. #Control the #Narrative – Set the Anchor In negotiation, the first offer often sets the tone. In a crisis, the first version of the story that gains traction becomes the reality. Proactively defining the situation—before others do—positions you to shape the outcome. 2. #Listen to All #Sides – Find the Leverage Skilled negotiators don’t just talk—they listen to understand. The same is true in crisis situations. It’s not just about reacting; it’s about grasping stakeholder concerns, market signals, and internal risks before deciding your next move. The best responses come from knowing what truly matters to each party involved. 3. Turn #Conflict into #Opportunity – Create the Win-Win The most effective negotiations end with everyone feeling like they’ve gained something. Crisis leadership should aim for the same. Rather than just containing damage, strong leaders use crises as turning points—to rebuild trust, innovate under pressure, or even set a new benchmark for their industry. The best crisis managers aren’t just problem-solvers.  It's #MasterNegotiators under fire.