Vecchi Crisis Negotiation Flashcards
What is the thesis of this document?
Explores the evolving techniques and challenges in crisis negotiation, particularly in high-stakes situations like hostage-taking and armed standoffs. Key points include:
What is Principled Negotiation?
Emphasizes interest-based negotiation over positional bargaining, focusing on the underlying interests of all parties to reach a mutually acceptable resolution.
What is the Behavioral Influence Stairway Model (BISM)?
This model is central to crisis negotiation and outlines a step-by-step approach to building rapport, gaining influence, and eventually achieving compliance.
What is Active Listening?
A communication skill that involves being fully engaged in a conversation with the intent of understanding what the other person is saying.
What is the importance of Psychological and Behavioral Insights, in this doc?
The document discusses the use of psychological principles to understand and predict the behavior of individuals in crisis situations, which can inform negotiation strategies.
How is “Technology in Negotiation” discussed?
The role of technology, such as communication tools and psychological profiling software, in enhancing negotiation outcomes is examined.
What is the importance of Training and Prep?
The authors stress the importance of rigorous training and preparation for negotiators to handle the unpredictable nature of high-risk conflicts
Incorporation of Crisis Management and Intervention
Emphasizes the importance of a coordinated and comprehensive response to crises that includes not just negotiation but also tactical, operational, and psychological interventions to manage and resolve high-risk situations effectively.
Behavioral Change Stairway Model (BCSM)
The BCSM is a systematic, multistep process designed to guide negotiators toward achieving peaceful, nonlethal resolutions in critical incidents. It involves progressing through stages such as active listening, building empathy, establishing rapport, exerting influence, and achieving behavioral change in the subject.
What is the Behavior Continuum?
Refers to the range of behaviors exhibited by individuals during a crisis situation, from the least to the most severe. This concept is used to help negotiators assess the subject’s state of mind and tailor their negotiation strategies accordingly. The continuum typically includes the following stages:
What are the stages of the Behavior Continuum?
- Rational Behavior
- Emotional Behavior
- Irrational and Psychotic Behavior
What is the importance of the continuum?
Understanding where a subject falls on the behavior continuum allows negotiators to adapt their strategies dynamically. By assessing the subject’s behavior and determining their position on the continuum, negotiators can choose the most appropriate methods to de-escalate the situation, build rapport, and work toward a peaceful resolution.
