论人质谈判的基本模式、基本原理及其运用

On the Basic Mode and Principles of Hostage Negotiation

人质谈判的模式、基本原理经五十多年的探索,在理论研究和实践运用中取得很大的发展。人质谈判模式的运用不能过于拘泥,必须机动灵活,人质谈判模式本身也需要不断完善。人质谈判通常需要经过三个阶段:谈判开场阶段、实质谈判阶段、谈判收官阶段。实质谈判阶段是行为改变阶梯模式在谈判中的运行阶段,行为改变阶梯模式包括积极倾听、产生共鸣、融洽相处、形成影响、改变行为五个阶梯。谈判开场阶段视为该模式运行的前奏,谈判收官阶段视为该模式运行的尾声。前奏、尾声与模式本身具有高度的关联性,甚至存在一定的交叉,但前奏和尾声不属于行为改变阶梯模式的构成部分。

People’s concern and expectation of hostage negotiation and its effect are in fact the concern and expectation of life value of human beings. The model and path exploration of hostage negotiation has undergone ups and downs for half a century. During this period, the principle of hostage negotiation is gradually plumped up in theoretical research and practical application. However, the application of hostage negotiation mode must be flexible instead of being fixed and hostage negotiation model itself needs to be constantly improved. Hostage negotiations usually go through three stages: the opening stage, the substantive stage and the closing stage. In this paper, the operation of behavior change ladder mode in negotiation is regarded as the substantive stage, the opening stage is regarded as the prelude to the operation of the mode and the closing stage is regarded as the end of the operation of the mode. There is a high degree of correlation between prelude, ending and mode itself, and even there is a certain intersection, but prelude and ending do not belong to the constituent part of the behavior change ladder mode. In order to reflect the integrity of hostage negotiation, the prelude of negotiation as the opening stage, the behavior change ladder mode as the substantive stage(including five steps: active listening, resonance arising, harmonious interacting, influence creating and behaviors changing) and the ending of negotiation as the closing stage are analyzed as a whole process in order to provide useful guidance and reference for the negotiation practice. It is expected that the mode and principle of hostage negotiation will keep pace with the times and become more scientific and more productive in practice, discussion and even contending.