"Ace Vs Ace" is adapted from a real case handled by the St. Louis Police Department. The film tells that Danny, a senior negotiator of the Chicago Police Department, was framed by an internal police officer and had no choice but to take hostages to force the behind-the-scenes master out. And asked the police station to send another sub-bureau negotiator Spean to negotiate with him, through Spean to prove his innocence.
"The existence of negotiating experts is to find the weakness of the negotiating opponent and make use of it."
Scenario 1: Danny talks to gunmen
1. Before the negotiation, look for common topics. Hearing the barking of a dog in the house, I started to talk about the topic of the dog, to find out the preferences of the negotiating partner, and to relieve the tension. Take the initiative to arouse topics and start making associations with the topics that have been discussed.
2. Use his wife who is most concerned about by the negotiator as an excuse to let the suspect put down his vigilance to gain the trust of the negotiator and have the opportunity to enter the room to start the next step.
3. Use gentle language and smile to propose to visit the room, and constantly give feedback based on the things in the room, it can be seen that the negotiator has been distracting him, and I hope this dialogue can continue.
4. The negotiator said, "I will do my best." Neither saying yes nor saying no, leaving room is the basic quality of a negotiator.
5. In order to break the deadlock in the negotiation, it is necessary to seek a new platform for the negotiation, that is, a new breakthrough point, so the negotiation experts are ready to enter the danger zone. The preparatory work is also done enough, and the cooperation is tacit. The negotiator was responsible for attracting the attention of the suspect and another team began the rescue. Danny uses the suspect's wife to dispel the suspect's doubts first. Entering the room, he first observed the hostages (interest points), and after ensuring safety, he immediately found a favorable breakthrough point, that is, the aim point (confirm the direction of the next negotiation, use the opening settlement strategy, create a harmonious atmosphere, and make the other party relax vigilance, then Waiting to get to the point) inspect the safety of other rooms, then observe the behavior, make a noise, disrupt the suspect’s thinking, proceed step by step, show some experience scenes and topics about the suspect, resonate, and use the suspect to relax his vigilance and deviation of thinking when the mood changes slightly. Randomly released new offensive numbers, shot the suspect to the ground with one shot, and subdued the suspect, achieving the purpose of this negotiation.
Scenario 2: Danny holding a gun and taking hostages
Danny goes to Chicago and meets Prosecutor Nibaum (the incident involves the suspect). Danny wanted to clarify the shooting incident, and Nibaum always thought about him. He had no intention of negotiating. He didn't want to negotiate with himself at all. In the end, the conflict was resolved by force. The negotiation came to an end without any suspense. This is a very important strategic step for Danny to regain his innocence. At this point, the main body of the film's negotiation scene is officially opened. One side is the protagonist Danny who is holding a gun to intimidate the hostages, and the other is the confronting police.
Scenario 3: Looking for a negotiating opponent
The protagonist Danny uses his hostages (bargaining chips) to ask the police to find Sebian (another excellent negotiator) to negotiate with him. The reason is simple. First, Sebian is a professional negotiator. He does not use force and tactics, and he is an honest person who is conducive to his own negotiations. Second, in the negotiation with the other party, the authorities and personnel who have set aside the interest relationship choose strangers who are in a third party. There is no dispute over interests, and they are helping. From my own point of view, it is the most correct choice.
1. When negotiating opponents ask for anything, don't say no. You can just say vaguely, "I'll find it for you", but you can't absolutely deny such words. This will lead to a deadlock in the negotiations, and at the same time will give rise to a series of unknown actions by the negotiators.
2. It is best to keep the topic away from death. This is why Danny always wanted to find the pastor in the play, but never wanted to mention this topic.
3. When the screen cut to Sebian’s home, he was talking to his wife who was impatient and didn’t want to ignore him. In order to avoid her impatience, he kept complimenting her, such as "You look good in this one."
Scenario 4: Dialogue and negotiation with Fa-Li
Strong preemptive negotiation strategy. Although it was in a disadvantaged negotiation environment where he was surrounded, at the beginning of the negotiation, Danny showed his trump card, took advantage of the superior posture, showed his determination and anger without showing weakness, and seized the conversation by taking advantage of the attack. The initiative to "take advantage of the Dongfeng to promote one's own strengths" in order to seize the advantage in the heart to show strength and put pressure on the opponent.
Scenario 5: The emotional strategy of the walkie-talkie in the negotiation process
In a suitable environment for negotiation, use a variety of ways to communicate, knowing and reasoning, moving emotions, arousing the sympathy of opponents and others, attacking the opponent’s psychological defenses, and striving to create an external environment that is conducive to your own negotiation. Increase the bargaining chip for victory in the negotiation. The effect achieved is to show one's own determination and let the opponent take it seriously. Oneself is not a bluff, to show the seriousness of the matter in the negotiation, to let others feel the justice of their position, and to win extra time for the victory of the negotiation. In the film, his friend did not have the heart to shoot when he aimed at him, which shows that the emotional strategy in this negotiation is still very effective.
Scenario 6: Negotiations between Danny and the hostage Nibaum
This negotiation is the ultimate expression of the protagonist's language category negotiation during the negotiation. Danny described the negotiation skills in various aspects from the facial expressions, postures, body language and other characteristics of the negotiating opponent.
Scenario 7: The first negotiation with Saibian
From the beginning of the negotiation, both parties used the strategy of creating a harmonious atmosphere, and they exchanged greetings at the beginning, but did not directly enter the subject. Sebian started talking about being a family-care man, saying that he likes to watch western movies, creating a relatively calm atmosphere and relaxing both sides. The two sides began to discuss the film, which all hinted at both sides' analysis of their own situation and advice to their opponents. "Sean did not die in the end." "Even if they were surrounded, he did not die in the end." "I tried to collect all the information and decide what happened to me." Both parties are experienced negotiating opponents. They didn't make the greetings before the formal negotiation boring. On the contrary, they talked very happily, which laid the foundation for the subsequent interviews, and both sides had a certain understanding of each other.
Scenario 8: The first interview with Sebian
1. Before the negotiation, Danny took a hostage with the most vulnerable person.
2. Turn off the heating, suggesting that Sebian is coming.
3. First of all, the two parties showed the sincerity of the negotiation. Sebian wanted to rescue the hostages, and Danny wanted to use Sebian to prove his innocence. In the contest for points of interest, he used the general form at the beginning and shied away with Dan. When Ni dealt with him, Danny angrily refused to negotiate with him. At this time, Sebian felt the ineffectiveness of this method of negotiation and changed the use of candid strategies, openly and openly in the negotiations, and acknowledged his own point of view, and this strategy was obvious. Play a certain role, make Danny negotiating opponents feel the sincerity of his negotiation, the negotiation will continue friendly, and then begin to make progress.
Scenario 9: During the negotiation, the police forcefully broke in. The police thought that the negotiation was invalid for him, so they took measures rashly. In the environment of a police raid, Danny held a pistol at the hostages, held the bargaining chip in his hand, forcing the police to lay down their weapons, and the external environment of negotiation that Danny created before, made the process of threatening smooth and successful. The situation was reversed and controlled, and a small confrontational negotiation ended.
Scenario 10: Negotiations for Sebian to fight for command
Because two more hostages were added after rushing in, Danny's bargaining chip expanded, and Sebian used their guidance mistakes and responsibilities, as well as losses and gains and losses to put pressure on the opponent, and successfully fought for command. In this negotiation process, Sebian used the negotiation strategy of kicking the ball, kicking the "ball" of loss and responsibility to others, and exchanging pressure for concessions from the other side. This is essentially an offensive and defensive negotiation strategy.
Scenario 11: Danny challenges the truth with death, threatens and exaggerates the external force of negotiation
1. Do not take measures rashly. When the negotiator is too emotional, a little bit of aggressive behavior will make him too excited, and he cannot use a strong way to cross the psychological defense of the negotiator.
2. In this process, emotions rise, to exaggerate the atmosphere of the negotiation scene, to fake the killing of the police, and to use false images to deliberately deteriorate the negotiation environment. Intimidate the arrogance of the other party in the negotiation (by attacking by force), successfully avoid the risk, and respond to the negotiation in its own powerful direction. Warn everyone again and show their determination. This is also indispensable in the negotiation, the cumulative strategy of the illusory layout and architecture of the environment.
Scenario 12: Renegotiations between Sebian and Danny
1. Extend the stalemate, most people can't hold back. It is for this reason that Danny obtained information from Maggie.
2. Sebian cut off the power and used it as a condition to negotiate with Danny. Even if we are at a disadvantage, we need to create a bargaining chip for ourselves.
3. Both sides revolved: Danny asked for the power to be restored, and Sebian wanted hostages. In principle, benefits are exchanged for benefits. Although a group of people outside the door want to rush in and kill him, in terms of quantity, the advantage is obviously on the side of Sebian’s opponent. However, holding the hostages makes it more profitable. The hard bargaining chip is still in Dan. The Nepali side, coupled with the environmental facts of the incident, attacked him sideways. Only when Sebian agreed to Danny’s terms, he entrained some additional conditions, adopted a limited negotiation strategy, and both parties made concessions, could both parties accept it and finally reached an agreement. Trading, substituting electricity for people, is a reconciliation strategy.
Scenario Thirteen: Sebian combined false and real strategies, fatigued negotiation strategies
1. Sebian used the news that "undercover has been found" to hope that Danny will release all the hostages. At the same time, it is an excuse that because the news is secret, I don't want too many people to know and hope to end this negotiation and release the hostages as soon as possible.
Sebian wanted the key conditions that the other party wanted to obtain in exchange for all the chips in the other party's hands, in order to gain the initiative in the negotiation, but the counterfeit "high-density man" acting skills did not deceive the other party's negotiators, and the other party's Danny countered the opponent. The First Army, using the same method of combining virtuality and reality, Nibaum falsely promised, molested his opponent, and ended the conversation.
Scenario 14: Real criminal evidence of fraud in Nibaum's home
Among the many negotiations, the last negotiation is my favorite part. The two people have a common purpose, and they are united to find the truth. In the scene of Nibaum’s house, the two ace negotiators cooperate with each other and use their desires. The unanticipated strategic interpretation is almost perfect. With "fast" and "novel" sudden methods, means, and attitudes, with his own acting skills, the opponent (murderer) is unprepared to deceive and deceive the other party. Fall into the full set of your own design.
Scenario analysis: First let the opponent believe in yourself, of course, under the threat of interests. But Sebian is in the same harsh environment as the murderer. The difference is that Sebian has evidence (ie handle) in his hands, so Sebian has the upper hand in the negotiation. If he wants to make a deal, he must negotiate with himself. , And at this time, Sebian also reminded that: Negotiation time is limited and similar words. In this case, due to the sudden brain bombardment of a large amount of information and the pressure of tight decision time, the opponent has no more careful thinking and analysis. Opportunity and lack of concentration, so I will definitely make mistakes in a hurry. I easily made a negotiation decision, which easily led to a negotiation compromise (a promise to divide the spoils). At this point, the recording made his words public, and the criminal evidence has been determined. , The truth is revealed, and the ultimate goal of this negotiation has been achieved, and the negotiation has come to a successful conclusion!
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