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To use communication skills to get a person to change from a negative behavior to a more desirable one.
In crisis situations a person’s actions is heavily based on emotions, at the expense of rationality. A negotiator seeks to reduce the negative emotions and bring back a more rational thinking process through the use of active listening, timing, empathy, rapport building, influence and control.
By strategically using open-ended questions, emotional labeling, mirroring/reflecting, silence, and paraphrasing, active listening allows the negotiator to gather information on the other person and simultaneously demonstrate empathy and rapport, thus reducing their negative emotions.
To influence someone it's necessary to show an understanding of their current emotions and behaviors; to have empathy. This can be done by attentively listening.
Building rapport involves giving the person your attention, being positive and ensuring verbal and nonverbal communication are congruent.
You also have to keep control of yourself, especially your emotions, as negative displays of emotion by you can escalate the situation.
SIMILAR ARTICLES & IDEAS:
They aim to reconcile a counterpart’s problems with the need to maintain the peace for society at large.
Using active-listening techniques, maintaining an open-minded approach, and building rapport to influence one’s counterpart are some of the skills used to resolve conflict and this skills can also be used on other kinds of negotiation.
Is to seek to hold the attention of a conversation on oneself. It occasionally manifests on the average person when we pretend to be listening, but we were really focusing on what we wa...
Is to not judge or analyze what the person is saying at first. Just focusing on listening and trying to understand their perspective.