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What is Crisis Management in Negotiation? - Harvard Law School

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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What is Crisis Management in Negotiation? - Harvard Law School

What is Crisis Management in Negotiation? - Harvard Law School

https://www.pon.harvard.edu/daily/crisis-negotiations/crisis-management-negotiation/

pon.harvard.edu

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Key Ideas

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.

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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SIMILAR ARTICLES & IDEAS:

Types of Negotiators
  • Integrative negotiators: create value between negotiating counterparts.
  • Distributive negotiators: maximize their claim to value in the negotiation at hand.
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Police Negotiation Techniques

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.

7 Essential Crisis Negotiation Skills Of a NYPD Negotiator
  • Communication: Opening communication avenues to your counterpart signals you are ready to listen and builds rapport between you.
  • Patience: Allowing your counterpart to air concerns and not jumping to conclusions or rushing towards a resolution also builds rapport.
  • Active Listening: An affective skill that helps to maintain an open dialogue and build trust between counterparts also doubling as information gathering.
  • Respect: Makes your counterpart feel understood and that their concerns are being heard and addressed.
  • Calm: its display helps the counterpart feel there is an alternative way to taking harsh measures.
  • Self-Awareness: It's establishing a relationship with the counterpart while keeping communications strategic and purposeful.
  • Adaptability: Is to adapt and respond to changing circumstances in a way that further negotiation goals.
Win-Win Negotiation

It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.

The “win-win” negotiators seem to have the most success....

Successful Negotiation

The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.

But if you find yourself on...

Jet Lag

Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impeded due to jet lag or fatigue. Jet lag seriously impairs judgement. 

Tip for the negotiator: Travel early and leave time for recuperation before meeting the other party. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet. 

It's different over here

A dirty trick often used against people visiting other cultures.

The approach of "but we always do it this way over here" can be difficult to counter if you're not prepared for it.

Tip for the negotiator: If you suspect this approach in advance, have with you a local expert who knows the customs. 

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