‘Complications?’
> ‘Let’s say, for example, that a company has a large presence in a country where crime is rife and kidnap and ransom fairly common. The chairman of that company - although it’s more likely to be his wife, because she will have far less day-to-day protection - is kidnapped.’
‘That’s when you move in?’
‘No, not necessarily. After all, the local police may well be experienced at handling such problems, and there aren’t many firms that welcome outside interference, especially when it comes from the States. Often I’ll do no more than fly in to the capital city and start carrying out my own private enquiries. If I’ve visited that part of the world before and built up a rapport with the local police, I might make my presence known, but even then I’d still wait for them to ask me for assistance.’
‘What if they don’t?’ asked Tara. Stuart was surprised that she had apparently never asked her father that question before.
‘Then I have to go it alone,’ said Connor, ‘which makes the process all the more precarious.’
‘But if the police aren’t making any headway, why wouldn’t they want to enlist your help? They must be aware of your particular expertise,’ said Stuart.
‘Because it’s not unknown for the police to be involved at some level themselves.’
‘I’m not sure I understand,’ said Tara.
‘The local police could be receiving part of the ransom,’ suggested Stuart, ‘so they wouldn’t welcome any outside interference. In any case, they might think the foreign company involved could well afford to pay it.’
Connor nodded. It was quickly becoming clear why Stuart had landed a job with one of the most prestigious criminal practices in Sydney.
‘So what do you do if you think the local police might be taking a cut?’ asked Stuart.
Tara began to wish she had warned Stuart not to push his luck too far, although she was fast coming to the conclusion that Australians had no idea where ‘too far’ was.
‘When that happens you have to consider opening negotiations yourself, because if your client is killed, you can be sure that the ensuing investigation won’t exactly be thorough, and it’s unlikely that the kidnappers will ever be caught.’
‘And once you’ve agreed to negotiate, what’s your opening gambit?’
‘Well, let’s assume that the kidnapper demands a million dollars - kidnappers always ask for a round figure, usually in US dollars. Like any professional negotiator, my primary responsibility is to get the best possible deal. And the most important element of that is making sure that the company’s employee comes to no harm. But I would never allow things to reach the negotiation stage if I felt that my client could be released without the company having to hand over a penny. The more you pay out, the more likely it is that the criminal will repeat the exercise a few months later, sometimes kidnapping exactly the same person.’
‘How often do you reach the negotiating stage?’
‘About 50 per cent of the time. That’s the point when you discover whether or not you’re dealing with professionals. The longer you can stretch out the negotiations, the more likely it is that amateurs will become anxious about being caught. And after a few days they often grow to like the person they’ve kidnapped, which makes it almost impossible for them to carry out their original plan. In the Peruvian Embassy siege, for example, they ended up holding a chess competition, and the terrorists won.’
All three of them laughed, which helped Maggie to relax a little.
‘Is it the pros or the amateurs who send ears through the post?’ asked Stuart with a wry smile.
‘I’m happy to say I didn’t represent the company that negotiated on behalf of Mr Getty’s grandson. But even when I’m dealing with a pro, some of the best cards will still be in my hand.’ Connor hadn’t noticed that his wife and daughter had allowed their coffee to go cold.
‘Please continue,’ said Stuart.
‘Well, the majority of kidnaps are one-off affairs, and although they’re nearly always carried out by a professional criminal, he may have little or no experience of how to negotiate in a situation like that. Professional criminals are almost always over-confident. They imagine they can handle anything. Not unlike a lawyer who thinks he can open a restaurant simply because he eats three meals a day.’
Stuart smiled. ‘So what do they settle for once they realise they’re not going to get the mythical million?’
‘I can only speak from my own experience,’ said Connor. ‘I usually end up handing over around a quarter of the sum demanded - in used, traceable notes. On a few occasions I’ve parted with as much as half. Only once did I agree to hand over the full amount. But in my defence, counsel, on that particular occasion even the island’s Prime Minister was taking a cut.’
‘How many of them get away with it?’
‘Of the cases I’ve handled over the past seventeen years, only three, which works out at roughly 8 per cent.’
‘Not a bad return. And how many clients have you lost?’
They were now entering territory even Maggie hadn’t ventured onto before, and she began to shift uneasily in her chair.
‘If you do lose a client, the company backs you to the hilt,’ said Connor. He paused. ‘But they don’t allow anyone to fail twice.’