Negotiation Information

Author: Dorothy Richardson

The 6 negotiating abilities in one film Dog Day Afternoon is likely the best single film on negotiating that you can watch. Millions have seen a very young Al Pacino and Charles Durning turn in diva performances as captor and cop in this classic film. Primarily based on the true story about a bank theft that turned into a hostage situation, the film shows the local police team trying strenuously to resolve the situation but clowning a bit.

Then the FBI team moves quickly into action and barters with talent and coaching. The events were re-created with incredible accuracy. Every one of the 6 fundamentals of negotiating is obviously demonstrated in this film. Here's a friendly guide thru the negotiation without ruining the film.

Prepare : You'll notice straight away the thieves are unready for the hostage situation. They came to mug a bank, not to take hostages. Actually, one of the team members bails out right away in a comic lesson about the signification of building a solid team that's completely prepared.

Note how the police straight away and across the film try to assemble information about the person holding the hostages. They use all of the resources of the state to discover who they may be negotiating against. Within hours, the cops find out things that surprised the person's mum and his other half. Set targets and boundaries : The police set boundaries before they ever start chatting.

Their goal is to get the hostages out safely. When a hostage is hurt, they discover the way the injury occurred. If it was accidental, they continue the negotiation. If it was an execution, they make a frontal attack on the site.

Thru it all, they always remember their goal, although they appear prepared to do so so far as the captors know. Listen and explain communications : This is a recurring. Note in the barber shop that somebody is always in the background wearing headphones. That officer is monitoring all the communications all ways to be certain that they're clear. He doesn't talk, but he's an integrated member of the negotiating team. Most audience members wouldn't notice.

Also, note the body language of the FBI agent when he first meets Pacino's personality. The agent conveys authority and confidence, not like the local detectives. Push the pause controller : The police have a firm hold on the pause controller. One officer's sole job is to watch everybody's emotional state. This officer keeps a check on feelings and removes officials before the strain of the situation overcomes them.

Close : The authorities keep the goal consistently in mind. Notice how frequently the police try and close this negotiation. You can watch this film several times.

Everytime, you may notice something new about the way in which the talents in this book apply to this kind of high-stakes negotiation. It is entertaining to note something new with each viewing.

You'll notice that films are used across the book to make a point. Dog Day Afternoon is so instructive that it is shown at the FBI coaching college for hostage negotiators in Quantico, Virginia.

About the Author

Dorothy Richardson is a school teacher in the Midwest.