Hostage negotiators at the FBI developed a model for creating a relationship between the bureau’s negotiators and their counterparts, which culminates in the FBI negotiator influencing decisions of his or her counterpart during the negotiation—like “let her go” or “put down the gun.” The bureau calls this the behavioral change the stairway model:
The model outlines a process for developing a relationship that flows through time, starting with the negotiator empathizing with his or her counterpart, then building trust and rapport before ever trying to influence or enact any sort of behavioral change.…
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