【降維打擊】談判≠套路，只是我預判了你的預判，前FBI首席人質談判代表克里斯·沃斯教你談判的溝通技巧和策略 P17 - 17.18.1.17.模擬談判：“60秒否則她死”

So here's the scenario. I'm going to be a bank robber, a bad guy, bank robber, trapped in a bank with hostages. You're going to be the hostage negotiator that talks me out. Now, you have four restrictions. There are four things you can't do in the negotiation. And I'll walk all the way through this. I'll summarize it. I'll give you a chance to ask questions. We won't dive in until you're ready. Okay. So there are four things that you can't do. You cannot give me weapons. You can't give me transportation. You can't give me drugs or alcohol. And there's no sort of hostage exchange allowed. You can't say, offer, come in. If I let people come out, nobody can come in. People could only come out. When we get started, we'll simulate being over the phone. You'll say, ring, ring. I'll answer. And that will start the negotiation. All right. So if you're ready, say, ring, ring. Ring, ring. I need a call in 60 seconds or she dies. Okay. Let's just, I want to tell you what my name is. My name's Pam. And I'm here to help you get through this. What's your name? I have no intention of telling you that, Pam. You have 55 seconds. Why would I tell you that? Okay. Look, I'm going to try and get you, you know, what you need. You're going to give me a car. Excellent. You've got 50 seconds to comply. Okay. I just want to, uh, slow down and, uh. You can slow it down all you want. You've got 45 seconds. Okay. I want to, maybe I can get you some, uh, food in there. Everyone's. I'm going to be out of here in 35 seconds. What do I need food for? Right. Right. So I want you to just take it easy. I'm taking it fine. We're going to get through this 35 seconds. I want to help. I'm going to get out of here alone. Okay. I'm, I'm not going to be able to get you that and that quickly. Okay. So you can get me a car. We can talk about that. No, you said you couldn't get it that quickly. Well, I think it's impossible to get it that quickly. You want me to kill her now? No, I don't want you to do that. Yes or no on the car. Look, if you kill her, there's no way you're going to get anything or no. Okay. There's nothing you're going to get. 30 seconds. There's nothing that if you listen to me, if you kill her, there's nothing that's going to help you right now. I want to help you. Okay. I want to help you. I want to help you get through this. All right. Look, it's not me. You're helping. It's her. I'm going to make sure no one comes in there. Okay. That's what I want. I already know nobody's coming in. I'm going to start throwing up bodies. If they do, well, I got 27 seconds left. Look, I want to resolve this with you. Okay. Give me the car. Look, I want to see what's going on there today. I needed money. What do you think I went into the bank for? You needed money. Well, money's better than killing people, right? Money is better than letting you kill somebody. You got 25 seconds. Well, okay. Let's work. Okay. Is that a yes? Is that a yes? You said you work on it? Look, yeah. I'm going to work on it for you. What does that mean? I'm going to try to get you one. You're going to try? I'm going to try not to kill her in 20 seconds, but who knows how good try gets you? Look, I don't want you. She does. You want her. Don't worry about me. Yeah. I want her. No, you're not. I promise you this isn't going to end well for you. Oh, now you're threatening me. Okay. 15 seconds. You think you're going to keep her alive by threatening me? Seriously? Okay. I misspoke. Why don't you just tell me what you need the money for? Why don't you just give me the car? You've got 15 seconds left. Where are you going to go with the car? I'm not telling you that. That's silly. Where do you want to go? Why would I tell you that? You think if we give you a car, you're going to make it out of here safe? Oh, she does. Oh, you're going to take her with you everywhere you go? You want me to? I will. 12 seconds. Look, you're not going to be able to get a car. Okay. You said not right now. How much time do you need? We can get you something. Maybe, maybe. Tell me how much time. In an hour. Okay. In an hour, she dies. Now you're changing things. You said you'd give me a car in an hour and now you say you can't give me a car at all. Does that make you a liar? You're telling me I can't rely on anything you say. Look, I need some guarantees from you that you're not going to hurt anybody in the next seven minutes. That was a nightmare. That was awful. Why? Why? All right. So let's go back over because you did some stuff really well. Okay. And your ideas are good, but you didn't really know how to implement the ideas and then you got yourself trapped. Okay. To start off, you gave me your name. That was awesome. Okay. That was really good because just your first name to start off with, it helps me to understand there's a human being on the other side. Now, what you wanted to do after that is you wanted to get my name. No, no, no. You should let that go. My name's a precious commodity. If you try to get my name, we're now in bargaining. Quid pro quo. Do you want to owe me? No. Yeah. So you want to stay out of bargaining. You want to stay in negotiation. Okay. A lot of people have a tendency to really get into a lot of trouble and have it just go horrible at about 90 seconds. You're well past that. You asked me a great question. What do you need the money for? What are you doing here? What do you need the money for? You really stopped the clock entirely with that. That was a great move. Okay, good. What question, what's the motivation? What's going on behind this? That's really where you want to get into a negotiation. That's negotiating. That's not bargaining. You're trying to find out what's going on with the other side. So let's reverse the roles. Oh, no. Do you want to be the bank robber? Okay, sure. You're ready to pay me back? Yeah. I don't think I'm going to be able to do it as good as you. But just be me. Okay, cool. So I'm going to call in and we're going to talk. Okay. Ring, ring. You need to get all these cops out of here. Okay? I can see them all. Get them out of here. I'm going to start shooting people. Is that what you want? Sounds like you want to stay safe. You want that on you? Sounds like you want to stay safe. Yeah, I want to stay safe. Get them out of here. All right, that's going to be hard for me to do. In the meantime, how can I make sure that you stay safe? Get me a car. Get me something to get me out of here. Okay? I want a bus and I'm going to take all these people with me. Sounds like you want to make sure you live. Yeah, I want to make sure I live. I don't care about these people. I don't care. I just want to get out of here. All right. Sounds like you want to see a life beyond this. Yeah. Get me out of here. What's this all about? I'm trying to get out of here alive. I don't want to kill these people, but I'll do it. I'll do it. I know this isn't what you had in mind for today. How'd this get started? How'd you get here? Look, I made a mistake. Okay. I made a mistake. You need to help me get out of here. Okay. Sounds like you regret all this. Yeah. Yeah. I regret it. How'd you get here? How'd this start? Just get me. Get me a car. Get me out of here. I'm still seeing cops on the street. My job is to make sure nothing happens to you. Well, tell these cops to back off then. All right. That's going to be hard, but I can absolutely guarantee you is nobody's going to make any threatening gestures towards you. Well, I'm feeling threatened right now with all these cops. All right. Well, we're trying to keep everybody away from the bank also, so this doesn't get out of hand. Well, get me out of here. I need a car to get out of here. They're out there to make sure that people don't come running in on you. Do you want that? No, I don't want that. I don't want to kill these people, but I'll do it too. Sound like you mean it. Yeah, I mean it. How'd we get here today? How'd this start? What's this all about? I got to get. How'd you find yourself in this position? Look, things didn't go the way that I wanted them to go. Okay. And now I need to get out of here. All right. I need your help. Are you going to help me? I'm here to absolutely do everything I possibly can to make sure you don't get hurt. Things didn't go well. This isn't a life you had in mind. Yeah, but here I am. How do I get you out of there safely? Get me a car and guarantee that no one's going to shoot at me on the way out. I got to get out of here. Okay. You want to make sure you survive this? Yeah. I want to make sure nothing bad happens to you in the back. Okay. You get me out of here. I'm working on getting you out of there, but I want to make sure it doesn't get any worse either. Well, I could send out somebody. That's a great idea, because that's a first step towards making sure this doesn't get any worse. Who are you going to send out? Well, I'll send out one of the tellers. Okay. That's awesome. That's amazing. That's a really smart move. That's a way for you to basically stay in charge here. Okay. I'll send out one of the tellers then. All right. Send the teller out. And next thing I know, you're offering to send a bank teller. I know. You just were asking me like, well, what could I do? What could we do? I wanted to be angry and I wanted to be frantic, but you kept talking so slow that it kept slowing me down. Right. And I wanted to be threatening to you, but you just kept being like caring to me. What I wanted to do on my end of that when I was a negotiator was make you feel that I was there to collaborate with you any way I possibly could without really rejecting your ideas or making you feel rejected. Yeah. That's what it felt like. All right. I'm happy to hear. Yeah. I don't know. So I didn't think, yeah, I didn't feel, I didn't feel foolish. I felt like you were there to help. Yeah.