Most of us negotiate on a daily basis. Sometimes the outcome is trivial, with little real consequence but, on occasions, we face a more significant negotiation where the stakes are high. This course is based on the framework used by FBI and British Police negotiators in critical incidents. Using a real hostage negotiation case study, the framework and principles can be applied to work situations and personal negotiations.
Participants will be able to
- Use the four elements of social influence that lead people to co-operate
- Recognise the significance of active listening in achieving a successful negotiating outcome
- Identify the five stages of the behavioural change framework, used by the British Police and FBI in critical incidents and apply it to their own negotiations
- Avoid the most common negotiating pitfalls and develop strategies to overcome them