PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
In examining crisis negotiation, analysts discovered that even the most experienced executives have difficulty resolving a situation that feels like a hostage negotiation. These lessons, taken from crisis negotiation situations and hostage negotiators’ techniques, can help in a variety of crisis negotiation conditions.
For example, hostage negotiators follow certain rules that can be applied to your own crisis negotiation. First, contain the situation by laying down ground rules and limiting the number of opposing parties in the negotiation.
Next, skilled crisis negotiators try to uncover underlying emotional demands, and finally take great pains to build relationships with the opponent. These strategies and more are all a part of successful crisis negotiations.
Even if you don’t aspire to become an actual hostage negotiator, any kind of business negotiation or dealmaking that comes under pressure can be enhanced by taking lessons from hostage negotiation experts. Not unlike integrative negotiators who seek to create value between negotiating counterparts and distributive negotiators who seek to maximize one’s claim to value in the negotiation at hand, hostage negotiators need to be able to “apply a specific set of skills in a strategic manner that is based on the current context.”
The goal of hostage negotiations is to “work with the person in crisis towards a peaceful solution that previously seemed impossible,” or, in other words, to reconcile your counterpart’s problems with the need to maintain the peace for society at large.
Articles included here address many of the tactics hostage negotiators employ, such as opening up avenues for communication, exercising as much patience as possible, employing active listening techniques, showing your opponent respect, staying calm, remaining self-aware, and being prepared to adapt to changing circumstances, even while maintaining the relationships you’ve already built.
Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. … Learn More About This Program 
It’s a classic famous negotiations case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At midnight on June 30, the owners declared a lockout, halting preparations for the start of the 1998–99 NBA season. The players and owners negotiated for six long months, … Learn More About This Program
OpenAI’s unveiling of its ChatGPT software in late 2022 has led to some notable conflicts and negotiations, in addition to new applications of AI to negotiation and conflict resolution. Here’s a roundup of recent AI negotiation stories in the news. … Read AI Negotiation in the News
When the other side seems to have all the power in a negotiation, what should you do? In recent years, that question has been an urgent one for many universities and libraries negotiating subscription agreements with the academic publishers that produce peer-reviewed scientific research journals. Confronted with skyrocketing pricing demands, several of these institutions have … Learn More About This Program
Many actions that could help alleviate the Covid-19 pandemic require us to change our behavior on a personal level, such as staying home from work and wearing a mask in public places. Others, such as making coronavirus-related research more widely available, require more organizational and systemic change. … Read Negotiating Change During the Covid-19 Pandemic
Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether that crisis involves a building evacuation, a tumble in the company’s stock price, or a product recall. … Read What is Crisis Management in Negotiation?
What’s the best way to respond to a public relations crisis? As recent crisis communication examples show, some organizations and individuals opt for humor, hoping some levity will lighten the mood and restore normalcy. … Read Crisis Communication Examples: What’s So Funny?
A crisis negotiation presents seemingly insurmountable challenges. Yet we can learn much from its complexity, as the 2024 prisoner swap between the United States and Russia shows. … Learn More About This Program
Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Learn More About This Program
On January 19, 2018, the government was on the brink of a shutdown due to the Senate’s inability to agree on a spending bill. About 17 centrist Democratic and Republican senators crowded into the Capitol Hill office of Republican senator Susan Collins of Maine. But their common goal—negotiating a deal to end the shutdown—was reportedly … Learn More About This Program
BATNA
Business Negotiations
Conflict Resolution
Crisis Negotiations
Dealing with Difficult People
Dealmaking
Dispute Resolution
International Negotiation
Leadership Skills
Mediation
Negotiation Skills
Negotiation Training
Salary Negotiations
Teaching Negotiation
Win-Win Negotiations
Lost your password? Create a new password of your choice.
Copyright © 2024 Negotiation Daily. All rights reserved.
