A negotiation model is used in crisis situations to guide trained personnel towards effective conflict resolution. The standard steps include gathering information, establishing contact, buying time, making a deal, and resolving the conflict. The ultimate goal is to end the crisis peacefully with the kidnappers captured and all hostages released alive.
A negotiation model is a framework of strategies that guides trained crisis negotiation personnel towards effective conflict resolution. It is normally used in conflict situations that have escalated due to the emotional and psychological instability of the attackers. Attackers who use innocent victims as bargaining chips to get what they want are called kidnappers, and their victims become hostages. Under these circumstances, the top priority for the negotiating team is for the crisis to end peacefully, with the kidnappers captured and all hostages released, alive.
While there are different methods applied by various law enforcement institutions, a typical negotiation model comprises a number of standard steps. These include gathering information, establishing contact, buying time, making a deal, and resolving the conflict.
The first step, information gathering, provides general guidance to negotiators. Upon arriving at the scene, the negotiation team immediately tries to understand the hostage situation by obtaining some background information about the hostage takers, hostages and the area where the conflict is taking place. Interviews with family members or other people associated with the kidnappers help the negotiators to form a psychological profile and to discover the possible motivation behind this crisis situation. It is equally crucial to find out the hostages held: the number of hostages, their identities and their physical conditions. Through strategically placed tactical teams, negotiators are usually able to discover the advantages and limitations of the conflict area, such as size, layout, entry and exit points, availability of services and communication possibilities, among others.
Under the negotiation model, negotiators who have enough information about the hostage situation can now start establishing contact with the hostage takers. Due to the high risks, the negotiators avoid face-to-face contact and often communicate with the kidnappers via a landline telephone. This line was previously blocked, preventing kidnappers from receiving or making outside calls other than those intended for negotiators.
Based on the psychological profile that was done in the first stage of the negotiation model, the negotiators will try to build a relationship between themselves and the kidnappers, and also between the kidnappers and their hostages. It is important that the negotiators gain confidence before they can proceed with the negotiations.
Time is a negotiator’s best friend. In the negotiation model, buying time is crucial to reaching a successful conclusion. The kidnappers get an adrenaline rush when they hold innocent victims hostage for the first time. The rush of excitement and power diminishes over time, however, and the kidnappers usually become calmer and more open to communicating with negotiators.
Experienced negotiators can buy time by asking open-ended questions that require long, thoughtful answers. Another method is micromanaging the kidnappers’ requests, such as going into detail about what kind of food they would like to receive. Whichever method you use, the ultimate goal is to always prolong the negotiation process.
The “make a deal” step determines how the conflict is ultimately resolved. In the first two stages of the negotiation model, the negotiators should build enough confidence to be trusted by the kidnappers. At some point during the negotiation process, the kidnappers would list their final demands for an end to the crisis. Each of these requests usually has a specific deadline, which, if not met in time, can lead to the kidnappers harming one of their hostages.
A standard rule of the negotiation model is that the demands made by hostage-takers are usually unreasonable at the outset of the conflict. Over time, their requests become less ambitious and they settle when less important requests are met. It is for this reason that negotiators are trained to weaken the resolve of kidnappers by buying more time and prolonging the negotiation process.
According to the negotiation model, crisis situations usually end in three ways: the surrender of the kidnappers; tactical teams launch an assault, arresting or killing the hostage takers; or the kidnappers escape with their demands satisfied. In each of these cases, the safety of the hostages is not guaranteed. The ultimate goal of the negotiation is to resolve the conflict peacefully, ensuring the safety of the hostages and the arrest of their captors. While the negotiation model guides trained professional negotiators to achieve this, however, it does not guarantee success every time.
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