FBI Negotiation Model

Negotiate like an FBI Agent

3.56 (9 reviews)
Udemy
platform
English
language
Communications
category
instructor
784
students
1.5 hours
content
May 2020
last update
FREE
regular price

What you will learn

Negotiation Skills

5 powerful negotiation techniques

Master the FBI Crisis Negotiation Model

Deep Psychological tricks to influence anyone

How to use Empathy to connect with the co-negotiatior

What is the Active listening technique in negotiation

How to build rapport with everyone

How to use Reverse psychology to influence others

10 powerful tricks to reflect back on what your client is saying

How to mirror others and reflect on their feelings

How to be objective and get what you want in any negotiation

Description

Course Overview

If while you’re making your argument, the only time the other side is silent is because they’re thinking about their own argument, they’ve got a voice in their head that’s talking to them. They’re not listening to you. When they’re making their argument to you, you’re thinking about your argument, that’s the voice in your head that’s talking to you.

The FBI’s Crisis Negotiation Unit developed the Behavioral Change Stairway Model (BCSM) for a negotiation process. BCSM consists of five stages: active listening, empathy, rapport, influence, and behavioral change. Progression through these stages occurs sequentially and cumulatively.

  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.)

These techniques can be applied in everyday negotiation scenarios. It’s not only useful crisis negotiation, — it can be applied to almost any form of disagreement, or conflict in life and at work.


Course Outcome for (Business)

This Course will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved.

The negotiator working to resolve conflicts in a business or organizational conflict will benefit from utilizing the BCSM process. Though the stakes of business negotiations are usually not as high as that of a hostage negotiation, the psychological basis for diffusing conflict are related between the two contexts. The manager who is negotiating with a frustrated employee or client will be well served by walking with his or her counterpart up the “Behavioral Change Stairway.”



Screenshots

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Content

Introduction

Introduction

STEP 1: ACTIVE LISTENING

ACTIVE LISTENING

STEP 2: EMPATHY

STEP 2: EMPATHY

STEP 3: RAPPORT

STEP 3: RAPPORT
AMPLIFIED
COMING ALONG
DOUBLE SIDED COIN
METAPHOR
REFRAMING
SHIFTING THE FOCUS
AGREEING WITH A TWIST
EMPATHIZE WITH CHOICES
SIDING WITH THE NEGATIVE
REFLECTION ON EMOTION

STEP 4: INFLUENCE

INFLUENCE

STEP 5: CHANGE OF BEHAVIOR

CHANGE OF BEHAVIOR

CONCLUSION

SUMMARY & CONCLUSION

ENDING

ENDING

Reviews

Andrew
July 4, 2022
Oh boy, oh boy. Stay away from this course. Non-English speakers teaching in English, OK... I get it. But don't make use of language related words, please. Eight with Ate, Cow with Cat? If there were negative stars, those would be applied here.

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3166234
udemy ID
5/25/2020
course created date
4/18/2021
course indexed date
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