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6 hostage negotiation techniques that will get you what you want - The Week


Stashed in: Negotiation, @bakadesuyo

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Strong lede:

There are five steps:

  1. Active Listening: Listen to their side and make them aware you’re listening.
  2. Empathy: You get an understanding of where they’re coming from and how they feel.
  3. Rapport: Empathy is what you feel. Rapport is when they feel it back. They start to trust you.
  4. Influence: Now that they trust you, you’ve earned the right to work on problem solving with them and recommend a course of action.
  5. Behavioral Change: They act. (And maybe come out with their hands up.)

The problem is, you’re probably screwing it up.

What you’re doing wrong

In all likelihood you usually skip the first three steps. You start at 4 (Influence) and expect the other person to immediately go to 5 (Behavioral Change).

And that never works.

Saying “Here’s why I’m right and you’re wrong” might be effective if people were fundamentally rational.

But they’re not.

Eric then goes into the six techniques.

It's a great read: 

http://theweek.com/article/index/260729/6-hostage-negotiation-techniques-that-will-get-you-what-you-want

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