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The second principle is that the policy will only reimburse the ransom once it is paid.
第二个原则是，只有支付了赎金，保险才会赔偿。
The insurance company never fronts any money.
保险公司从不预付任何款项。
In order to raise the cash, the victim’s family will probably have to liquidate assets – mortgage the house, sell stocks, pool money from other relatives.
为了凑够赎金，受害者家人可能汇清理资产——抵押房屋，销售股票，向其他亲戚借钱。
This process makes the negotiations credible by dragging them out.
这一过程通过拖延谈判，使谈判变得可信。
This is not just about minimising the payout by the insurance company.
这不仅是将保险公司的赔偿减到最小。
Quickly making good on a large ransom raises the expectations of future kidnappers.
迅速兑现巨额赎金提高了未来绑架者的期望值。
It can make hostage-taking more lucrative and more common.
它可以使劫持人质变得更有利可图，也更普遍。
When K&R insurance first came on the market, the policyholders were left on their own to negotiate with the kidnappers.
当K&R保险首次出现在市场上时，保单持有人只能自己与绑架者谈判。
But in the mid-1970s, an insurance broker named Julian Radcliffe came up with an idea that would revolutionise the industry.
但是在20世纪70年代中期，一位叫朱利安·拉德克利夫的保险经纪人想出了一个将变革这个行业的主意。
Along with a few colleagues, Radcliffe convinced their company to set up a subsidiary focused on hostage response.
拉德克利夫和一些同事一起说服公司成立一个子公司，专们研究人质反应。
The subsidiary, which they named Control Risks, would hire security experts – mostly former military and police – to handle negotiations.
他们给子公司起名为“控制风险”，该公司将雇佣安全专家——大多数以前是军人或警察——来谈判。
The cost of hiring the consultant was included in the policy and borne by the insurance company.
雇佣顾问的花费会包含在该保险之中，由保险公司承担。
In 1982, Control Risks became an independent company.
1982年，控制风险成了一家独立公司。
By the early 80s, hostage-taking was on the rise in Latin America, particularly in Colombia.
80年代初，在拉丁美洲，劫持人质事件呈上升趋势，尤其是哥伦比亚。
When Milne arrived in Bogota, he discovered a vast, untapped market.
米尔恩到达波哥大后，发现了一个巨大的、未开发的市场。
As an insurance broker, he sold a variety of policies offered by different companies available through the Lloyd’s exchange in London.
作为一个保险经纪人，他在伦敦的劳合社销售了一系列由不同公司提供的保险单。
The job of the broker is to serve the client and to advocate for their interests in the event of a claim.
保险经纪人的工作是为客户提供服务，在发生索赔时维护他们的利益。
The underwriters represent the insurance companies.
承包人代表着保险公司。
Specialised, high-risk policies were placed on the Lloyd’s insurance exchange,
劳合社保险交易所提供了专门的高风险保单，
and Milne would field offers from different underwriters.
米尔恩会处理不同保险商的报价。
He would select the policy that best suited his client.
他会选择最适合他的客户的保险单。
