This is my last assignment for my Leadership & Teamwork course of this semester. The assignment was to read an article and summarize it and give your personal opinion about the content. 🙂

Negotiating Without a Net

Negotiation is a common tactic used to make decisions and manage disputes or clashes. It is also the main structure for many other different dispute resolution processes. It includes all kinds of people and departments like architects, spouses, engineers, parents and children, investors, managers and staff, professionals and clients, employers and employees, and between organizations, agencies and public etc. To even be more aware of how powerful and useful negotiation is, the NYPD (New York Police Department) is the first department that formed different training programs of negotiating for their own officers to aid them during duty hours. And as an example of an excellent negotiator is Dominick Misino, a former NYPD member for 22 years who specialized in hostage negotiating. What makes him one of the best negotiators of his time is that he handled over 200 different cases and losing a life was not in his record. In an interview by HBR senior editor, Diane L. Coutu, Dominick explains several lessons on how do you want to become a good negotiator referring to his past experiences through hostage negotiations.

Negotiation: Simply Applying Logic

Negotiation is all about thinking about the simplest solutions possible to a problem, specific skills are not required. The following are some guidelines to solve a problem as quickly and as simple as possible.

Piece of Knowledge 1

To neutralize a situation, show politeness and respect. To show how reliable and trustworthy you are or can be, a good negotiator should always have his emotions separated from work no matter what happens. On the other hand, the criminal will feel that he has to do something good for you as well. There is always an alternative to violence, that’s why negotiating with morals and manners are highly appreciated and important because it can affect the criminal to give up and surrender ethically than calling for heavy artillery on him.

Piece of Knowledge 2

Build a bridge between you and the criminal. It makes communication a lot easier and it is a major advantage to get to the solution quickly. Start by asking the criminal any simple question to get him to say yes. Once the first yes is received, get him to answer other simple questions. And by that, you have created a good relationship solving a major problem of communication.

Piece of Knowledge 3

Develop and maintain a good sense of patience and listening. Any criminal is pleased by this action since he is so desperate for wanting people to know what he wants and needs. Make sure that you realize where your red line and limitations are. Crossing the red line will cause a major disaster since he already sensed how you played the game. Always stay calm.

Mirroring suggests repeating what the criminal is saying and try to exchange critical information for you to easily find a hole and solve the problem. Active listening also helps to predict what true feelings a criminal means when speaking. Using the technique of mirroring or reflective listening (active) also supports the negotiator. And when the feelings are indentified, try to reinforce their empathy by using “WE” statements.

Piece of Knowledge 4

It’s better not to tell the criminal what he feels because it might be wrong. The criminal might lose his temper and go insane all of a sudden. Calming the criminal is the best solution.

Piece of Knowledge 5

Accept rejection and do not stop from making the other guy’s steam vent. Recognize your emotions so you don’t spill them out. Do not take anything personal. If so happens, you will be the one who needs negotiation, but it still depends on the situation. Do not risk it and always be aware of your actions because most of the times, it is not a recommended action. But I think if you don’t take some risks in your career, you wouldn’t know your limit or how far as a negotiator you can be.

To solve the problem of passing your emotion’s obstacle, a team is formed. By that, you reduce the amount of stress and pressure on your single self and you’ll have a huge power to interact. The team is made up of 5 parts. A primary negotiator which talks to the criminal directly, a commander for making the decisions, a coach for moral support and backup, a float for gathering critical information, and a scribe who organizes information in a sequential order during the negotiation and writing down the criminal’s details like his name which is mostly easy to forget.

Piece of Knowledge 6

Use the phone instead of face to face communication. It is extremely dangerous to expose yourself and basically putting your own life at risk in armed situations. And that gives a positive feeling to criminals because they will feel safer communicating from a distance away from the authority. Add to that, not wanting the other guy seeing and breaching our inner maneuverings of our team. The criminal will feel even more threatened than he already has.

Last Piece of Knowledge

If winning the case is what you want, you have to help the other guy save a life. If you can show them a way to maintain and save their pride while making them face a defeat they know they cannot escape or flee from, they will just go with what you want.

The Article Can Be E-mailed! 🙂

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