What is Crisis Management in Negotiation? - Harvard Law School
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5 Steps for Effective Crisis Negotiation
- Prepare for crisis: Good crisis-management plans predict and set mechanisms to deal with and minimize the effects of disputes.
- Establish ground rules: This establishes a foundation for trust, and disincentivizes extreme demands.
- Confront emotions head-on: Listen to your counterpart's demands aiming to identify his underlying motivations. Active-listening techniques, such as self-disclosure, paraphrasing, and supportive remarks may help.
- Don’t rush the process: Strong emotions have a tendency to de-escalate over time, which may lead to lighter demands.
- Strengthen the relationship: establishing positive bonds helps both parties to see what would satisfy its counterpart.
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Characteristics of Crisis Negotiation
- High stakes, including communication towards conflict resolution.
- Unpredictable.
- Heightened negative emotions, often leading to conflict escalation.
- Multiple parties and teams are involved.
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