Introducing the Four-Phase Model of Hostage Negotiation

摘要

The following article introduces a model of the communication process as it occurs in a hostage negotiation. Unlike previous negotiation models, this model focuses on the communication of the negotiator rather than focusing on the communication or psychological state of the hostage taker. The model provides a framework of successful negotiation by analyzing and specifying the structure of previously successful negotiations. The resulting model consists of four phases, which are called Establishing Initial Dialogue, Building Rapport, Influencing, and Surrender. Theoretical basis and comparison to other existing negotiation models are discussed.