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)
BCSM
Active Listening
Active Listening
- Mirroring
- Paraphrasing
- Emotional Labeling
- Summarizing
- Pauses
- Encourager
- Open-ended question
- "I" statement
Empathy
Empathy
- Identify and Understand the person
- Tone Influence is important
- To Establish Relationship
Influence
Influence
Willing to accept suggestion
Collaborative Problem Solving
Behavioral Change
Behavioral Change
Moving rapidly
- moving too rapidly through the stages
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
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
Influence
Trust
Rapport
Empathy
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
BISM -
Rapport and trust
Influence
Trust
Rapport
Empathy
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
[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