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How to Negotiate Using the FBI's 5-Step Hostage 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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How to Negotiate Using the FBI's 5-Step Hostage Strategy

How to Negotiate Using the FBI's 5-Step Hostage Strategy

https://www.inc.com/thomas-koulopoulos/how-to-negotiate-using-the-fbis-5-step-hostage-strategy.html

inc.com

1

Key Idea

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.

SIMILAR ARTICLES & IDEAS:

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

Jeff Thompson

"We all need to be good listeners and learn to demonstrate our empathy and understanding of the problems, needs, and issues of others. Only then can we hope to influence their behavior in a positive way.”

"We all need to be good listeners and learn to demonstrate our empathy and understanding of the problems, needs, and issues of others. Only then can we hope to influence their behavior in a positive way.”

The Goal In Law Enforcement Hostage Crisis Situations

To use communication skills to get a person to change from a negative behavior to a more desirable one.

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Empathy Mindset

  • Listening: Ask questions in with the goal to understand.
  • Appreciation: Show sincere appreciation and celebration of others’ contributions.
  • Self-Awareness: ...

Emotional Intelligence

Being aware of how your behavior affects others is at the heart of emotional intelligence.

This means building self-awareness, self-management, social awareness, and relationship management.

Effective Communication

Consider the following principles:

  • Intention: Know what you want to say and be clear about your objective. 
  • Organization: Take the time to organize your thoughts and deliver them in a straightforward way.
  • Framing: “I think, I feel” is much more effective than starting with “you,” which puts people on the defensive.
  • Affirmation:  Asking if the information makes sense may reveal a potential problem. 

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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...

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.