Introducing 

Prezi AI.

Your new presentation assistant.

Refine, enhance, and tailor your content, source relevant images, and edit visuals quicker than ever before.

Loading…
Transcript

Behavioral Influence Staircase Model

Introduction

- BCSM developed by FBI Crisis Negotiation Unit

- BISM inspired by original FBI BCSM

Introduction

- Relationship-building process between negotiator and the subject

- Discussion of companion between BCSM and BISM

Behavioral Change Stairway Model (BCSM)

Behavioral Change

Influence

BCSM

Rapport

Empathy

Active Listening

Time

Active Listening

Active Listening

  • Mirroring
  • Paraphrasing
  • Emotional Labeling
  • Summarizing
  • Pauses
  • Encourager
  • Open-ended question
  • "I" statement

Empathy

Empathy

  • Not to Feel Sorry
  • Identify and Understand the person

  • Tone Influence is important

  • To Establish Relationship

Rapport

Rapport

Rapport

Listening

Empathy

Influence

Influence

Willing to accept suggestion

Earn the right

Collaborative Problem Solving

Identify solution

Identify alternative

Behavioral Change

Active Listening

Behavioral Change

Influence

Empathy

Behavioral Change

Rapport

Obstacle (1)

Moving rapidly

  • moving too rapidly through the stages

Obstacle (2)

Misguide effort

to end the crisis

  • Omitting stages in misguided effort to end the crisis through problem solving

Empathy

Behavioral Influence Stairway Model

(BISM)

Influence

Active Listening

Rapport

Trust

BISM

Empathy

Active Listening

Time

Active Listening

- diffusing intense negative conditions

- developing negotiator credibility

behavioral change

+

end to crisis

See through the eyes of subj. + absorb tension

Implies identification with and understanding of situation

What?

Why?

Understand and to be

understood

Establish credibility by importance of TONE

Result

How?

Rapport

Trust

Rapport / Trust

  • Establishing a bond/connection
  • Necessarily transitions into their own frame of reference
  • Remaining in subj frame of reference
  • Guiding subj to an acceptable resolution
  • Matching with the rate of speech
  • Subj ready to listen what negotiator suggests

Positive affirmation

Influence

Cooperating and helpful attitude

Reciprocation

Identifying solutions and alternatives

BCSM VS BISM

Influence

Companion between 2 models

Trust

Rapport

Behavioral Change

Influence

Empathy

Rapport

Active Listening

Empathy

Active Listening

BISM

BCSM

  • Published in 2019
  • Inspired by BCSM

BCSM BISM

  • Published in 2004
  • Constructed by FBI - Crisis Negotiation Unit

Title

BCSM

BISM

Active listening

Active Listening

as a step

Active Listening

as a foundation

Behavioral Change

Influence

Influence

Trust

Rapport

Rapport

Empathy

Empathy

Active Listening

Active Listening

BISM

BCSM

Change

VS

Influence

Subject behavioural change

Negotiator influence

  • Emphasizing the development of a relationship as the basis for generating intrumental behaviour on subject

BISM

BCSM

  • rapport and trust as the transition point between moving from subject’s frame of reference to the negotiator’s frame

Behavioral Change

subject’s frame

negotiator’s frame

Influence

BISM -

Rapport and trust

Influence

Trust

Rapport

Rapport

Empathy

Empathy

Active Listening

Active Listening

Relationship

VS

Credibility

BISM Credibility

BCSM

Relationship

  • Better perception of negotiator expertise and trust
  • Influencing instrumental or rational behaviour
  • Building credibility of the negotiator in an effort to establish an environment where the subject voluntarily accepts and acts upon the suggestions and directions of the negotiator

Conclusion

More emphasis of the influence of negotiator is placed on BISM.

Regardless of BISM or BCSM, active listening is the priority.

Conclusion

When it comes to rapport to trust, it is a transitory process.

The credibility are more emphasized to describe the mindset of the subject towards the profession and connection of the negotiator, affecting the system and function of subject.

Reference

Reference

[1] Gregory M. Vecchi, Vincent B. Van Hasselt, Stephen J. Romano, Crisis (hostage) negotiation: current strategies and issues in high-risk conflict resolution, 2004

[2] Gregory M. Vecchi, Gilbert K.H. Wong, Paul W.C. Wong, Mary Ann Markey, Negotiating in the skies of Hong Kong: The efficacy of the Behavioral Influence Stairway Model (BISM) in suicidal crisis situations, 2019

Learn more about creating dynamic, engaging presentations with Prezi