FBI's 5-Step Negotiation Strategy - Deepstash
FBI's 5-Step Negotiation Strategy

FBI's 5-Step Negotiation Strategy

  1. Active Listening: Just defending your proposal puts you at odds with your counterpart. Listening "without judging" and ensuring the other knows you're doing so lets you understand their value system and then adapt your proposal to fit it.
  2. Empathy: Understand why the other feels a certain way and then connect by sharing those feelings. 
  3. Rapport: After empathizing, respond with words that will resonate with the person you are negotiating with.
  4. Influence: After showing an understanding and willingness to help them achieve their objective. Now, you have leverage to problem solve with and help them reframe their objectives.
  5. Behavioral Change: Finally, you propose alternatives that stand a chance to achieve an acceptable outcome.

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“In crisis situations, emotions can dictate a person’s actions at the detriment of rational thinking.”

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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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Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. 

It is also known as zero-sum, or win-lose negotiation, in the sense that the parties to negotiation try to claim the maximum share for themselves and due to which when one party wins or reaches its goals and the other one loses.

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