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| FBI Badge By Federal Bureau of Investigation (FBI) - https://c1.staticflickr.com/3/2268 /2172837721_fa50e0e4c4_b.jpg, Public Domain, https://commons.wikimedia.org/w/index.php?curid=25844918 |
A former detective for the police department in Bluffton, South Carolina, Jacob “Jake” Higgins serves as a detective sergeant for the Jasper County Sheriff’s Office and president of SecurityNow USA LLC. A certified crisis and hostage negotiator, Bluffton resident Jacob Higgins investigates cases relating to violent crime and narcotics.
When it comes to negotiation, the focus is often on understanding the perpetrator and encouraging them to see your point of view and alter their behavior. The hostage negotiation unit at the FBI developed five steps to accomplish this; each of which is briefly described below:
1. Active listening - If you are like most people, you probably already believe that you are listening to the other person’s side during the negotiation process. However, active listening involves more than just hearing. It also involves making sure the other party is aware that you are listening to them without judging them.
2. Empathy - As you listen, you can get a better idea of where the other party is coming from. This is related to your empathy level. You must understand their feelings and their perspective, regardless of whether you agree with that point of view or not.
3. Rapport - Learning about the other person’s perspectives lets you step into their mindset and build rapport by using words and phrases that resonate with them. This lets them feel empathy back from you and build trust. Keep in mind that building rapport is not manipulation and, if your efforts are viewed this way, you’ve likely lost the ability to properly negotiate.
4. Influence - After you’ve earned the trust of the other party, you can begin problem-solving with them. Recommend a course of action to them that helps them achieve their objective, while still helping you achieve yours.
5. Behavioral change - Based on your results from the prior four steps, you will hopefully have given alternatives and solutions to the other party that they have accepted. In turn, they will modify their original behavior and hopefully create an acceptable outcome for you and them.
When it comes to negotiation, the focus is often on understanding the perpetrator and encouraging them to see your point of view and alter their behavior. The hostage negotiation unit at the FBI developed five steps to accomplish this; each of which is briefly described below:
1. Active listening - If you are like most people, you probably already believe that you are listening to the other person’s side during the negotiation process. However, active listening involves more than just hearing. It also involves making sure the other party is aware that you are listening to them without judging them.
2. Empathy - As you listen, you can get a better idea of where the other party is coming from. This is related to your empathy level. You must understand their feelings and their perspective, regardless of whether you agree with that point of view or not.
3. Rapport - Learning about the other person’s perspectives lets you step into their mindset and build rapport by using words and phrases that resonate with them. This lets them feel empathy back from you and build trust. Keep in mind that building rapport is not manipulation and, if your efforts are viewed this way, you’ve likely lost the ability to properly negotiate.
4. Influence - After you’ve earned the trust of the other party, you can begin problem-solving with them. Recommend a course of action to them that helps them achieve their objective, while still helping you achieve yours.
5. Behavioral change - Based on your results from the prior four steps, you will hopefully have given alternatives and solutions to the other party that they have accepted. In turn, they will modify their original behavior and hopefully create an acceptable outcome for you and them.
