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Advanced Communication Techniques for Hostage Negotiators

ABSTRACT Hostage negotiators are in the communication business. In negotiating courses, negotiators are taught the basic principles of communicating. Very few negotiators are taught advanced communication techniques that are designed to influence others and increase compliance. The purpose of this paper is to present a model of negotiating developed by Ury (1991) and specific influence and compliance techniques discussed by Cialdini (1984). Ury's model presents a five stage program for getting agreement. The model was designed to deal with difficult negotiating situations, including hostage incidents. The techniques of influence and compliance are techniques which rely on automatic, unconscious behaviors and are powerful determinants in changing behavior and attitudes. The negotiator who knows and utilizes these techniques is at a tremendous advantage over the hostage taker and greatly increases the probability of being successful in negotiations.