Why the First Answer Is Rarely the Real Answer – Leadership Insights from Nicky Perfect

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At The Speakers Agency, we are fortunate to work with Nicky Perfect, a former hostage and crisis negotiator whose career has been built around communication at the very highest stakes. When lives were on the line, Nicky learned one vital truth: the first answer someone gives is rarely the full answer.

And that lesson is just as powerful in business as it is in negotiation.

The “safe” answer vs. the real answer

When asked a question, most people don’t immediately share what they really think. Instead, they offer what feels like the “safe” response — the version that protects them from judgment, conflict or risk.

• In negotiation, this might be a hostage-taker buying time.
• In the workplace, it could be a team member holding back doubts about a project, or an employee downplaying concerns about workload.

Nicky explains that only when trust is built do people feel safe enough to share what’s really going on.

Why this matters for leaders

For leaders, this insight is game-changing. If you accept the first answer without looking deeper, you risk missing critical information. Doubts, fears and frustrations often stay hidden, yet these are exactly the things leaders need to know in order to make the best decisions.

Instead of moving quickly to the next topic, Nicky encourages leaders to pause. Ask follow-up questions. Show genuine care. Even a simple phrase like:
“What else should I know?”
can open the door to a far more honest conversation.

Creating safe spaces in business

The skill is less about asking perfect questions and more about creating an environment of psychological safety. When people feel truly listened to — not judged, rushed, or dismissed — they are far more likely to share the truth. For organisations, this means:

• Problems are spotted earlier.
• Innovation flourishes, because people aren’t afraid to share new ideas.
• Teams feel valued and engaged, leading to stronger performance.

Why book Nicky Perfect as a keynote speaker?

Every time we’ve booked Nicky out to our clients, we’ve received the most incredible feedback. Most recently, she recently spoke for our client, Coaching 360, and here’s what they had to say:

Nicky was absolutely fantastic – she did exactly what we asked, worked the room brilliantly, was incredibly engaging, and delivered loads of valuable, actionable takeaways. She really connected with the audience, and we’ve had so much brilliant feedback from our clients. Honestly, she was the perfect choice for us – we couldn’t be happier!

Nicky has a gift for taking high-pressure lessons from the world of crisis negotiation and applying them directly to the challenges leaders face every day. Her keynotes blend gripping stories with practical techniques leaders can use immediately — making her an unforgettable choice for leadership conferences, away days and corporate events.

At a time when many organisations are focused on trust, resilience and culture, Nicky’s message resonates powerfully:

👉 Don’t stop at the first answer.
👉 Keep listening.
👉 That’s when you uncover the real story — and the real solutions.