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The FBI uses a process composed of five sequential stages:
To establish rapport (Stage 3) with the subject, active listening skills (Stage 1) and empathy (Stage 2) must first be demonstrated and maintained throughout by the negotiator. As this process continues, influence (Stage 4) and the successful resolution of the crisis through behavioral change (Stage 5) follow.
SIMILAR ARTICLES & IDEAS:
First off, you can't get angry too because then there are two angry people.
Tell yourself they are having a bad day. Don't try to shut them up or talk over them. It doesn't ...
Active listening has three components:
Paraphrase: Repeat what they have said in your own words. "If I understand correctly... "
Inquire: "You mentioned you found our proposed price unacceptable. Help me understand how you came to this conclusion?"
Acknowledge: "It sounds as if you're quite disappointed with..."
Active listening should be maintained throughout the conversation.
It also includes body language:
You don't want to argue over the phone or email as they are stripped of facial expressions and gestures and unwittingly simulating a blank emotional radar.
“In crisis situations, emotions can dictate a person’s actions at the detriment of rational thinking.”
To use communication skills to get a person to change from a negative behavior to a more desirable one.