Posted on : January 12, 2019
Views : 5
Category : Career
HOW THE FBI NEGOTIATES They call it the Behavioral Change Stairway Model, which comes in the form of the following five steps:
  1. Listen actively: Listen to them–and make sure they know you’re listening.
  2. Empathize: Understand where they’re coming from.
  3. Establish rapport: When they return the feeling of empathy–and trust–your way.
  4. Influence: With trust established, you can work on solving the problem together.
  5. Change behavior: They act–positively.
Where most people go wrong is in that very first step, Voss explains: ‘If your first objective in the negotiation, instead of making your argument, is to hear the other side out, that’s the only way you can quiet the voice in the other guy’s mind. But most people don’t do that. They don’t walk into a negotiation wanting to hear what the other side has to say. They walk into a negotiation wanting to make an argument. They don’t pay attention to emotions and they don’t listen.’