Danny Roman Hostage Negotiator Turns Hostage Taker

Danny Roman Hostage Negotiator Turns Hostage Takerthe Negotiatorin T

Danny Roman – Hostage Negotiator turns Hostage Taker The Negotiator In the midst of an elaborate conspiracy, an expert negotiator is driven to the edge when he's framed for the murder of his partner, as well as embezzling money from his department's pension fund. His only chance to prove his innocence is to take hostages himself, acquire the services of another expert negotiator, and find out who's running the conspiracy before it's too late. "The Negotiator" is a 1998 film that portrays a police hostage negotiator who becomes a hostage himself and must use his skills to resolve the situation. The movie offers several valuable lessons on negotiation.

Answer the following questions. Ensure you provide adequate examples and number your responses.

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1. Discuss two tactics used in the negotiation and evaluate their effectiveness.

The film "The Negotiator" vividly illustrates various negotiation tactics, two of which are active listening and framing. Active listening is demonstrated when Danny Roman carefully listens to the hostage-taker’s demands and motivations, providing validation and building rapport. This tactic fosters trust and encourages cooperation, which is essential in high-stakes negotiations (Shell, 2006). For example, Roman listens attentively to the hostage-taker’s grievances, enabling him to understand underlying issues instead of merely focusing on surface demands. This approach proves effective as it de-escalates tension, allowing negotiators to identify common ground.

Framing, on the other hand, involves redefining the negotiation context to influence perceptions. Roman uses framing when he presents himself as a reasonable negotiator who is willing to find solutions rather than confrontations. By framing the situation as a shared problem to be solved, he shifts the focus from confrontation to collaboration (Fisher & Ury, 2011). Its effectiveness lies in transforming adversarial dynamics into cooperative ones. In the film, Roman’s reframing of hostage demands as communication rather than threats helps in maintaining control and progressing towards resolution. Overall, these tactics are effective because they promote trust, reduce hostility, and facilitate information exchange, which are crucial in hostage negotiations.

2. Identify two types of conflicts shown in the movie?

The movie portrays different layers of conflict, two of which are interpersonal conflict and intrapersonal conflict. Interpersonal conflict occurs between Danny Roman and the hostage-taker, as Roman attempts to resolve the hostage situation while managing the tense negotiations. This external conflict involves conflicting interests—Roman’s desire to save hostages versus the hostage-taker’s demands and motivations, which stem from personal grievances.

Intrapersonal conflict is evident within Danny Roman himself. He wrestles with feelings of betrayal, guilt, and the moral dilemma of taking hostages to prove his innocence. This internal struggle influences his decision-making and emotional state, as he balances professional responsibilities with personal emotion. These conflicts highlight the complex psychological environment within hostage negotiations where outside disputes mirror internal moral and emotional battles.

3. Using relevant examples, state whether Danny or Sabian exhibited greater Emotional Intelligence?

Danny Roman exhibits greater Emotional Intelligence (EI) compared to Chris Sabian, primarily through his awareness and regulation of emotions and his empathy. Roman demonstrates EI by recognizing the emotions of the hostage-taker and responding appropriately to de-escalate the situation. For example, Roman empathizes with the hostage-taker’s anger and frustration, which allows him to build rapport and negotiate effectively. His ability to remain calm under pressure and read emotional cues showcases his self-regulation and social awareness.

Conversely, Sabian displays moments of emotional impulsiveness, particularly when he is frustrated about the situation’s complexity. While intelligent and skilled, Sabian sometimes struggles to manage his own emotions, which can hinder negotiation progress (Goleman, 1995). Roman’s capacity to manage both his own emotions and those of others amplifies his effectiveness as a negotiator, emphasizing the importance of EI in high-stakes negotiations.

4. Discuss the relevance of Framing from Danny's point of view and that of the security forces?

From Danny’s perspective, framing is a strategic tool used to influence perceptions and guide negotiations. He frames himself as the competent, calm negotiator capable of resolving the crisis, which garners trust among the hostage-taker and the police. His framing also involves portraying the situation as a problem that requires collaboration rather than confrontation, which is essential in de-escalating hostility and gaining cooperation.

From the security forces’ point of view, framing revolves around maintaining authority and control while supporting Roman’s negotiation tactics. They frame the hostage-taker’s demands as unacceptable but remain open to dialogue, emphasizing their role as protectors of public safety. This dual framing creates a psychological environment where negotiators can influence the hostage-taker’s perception of the situation, steering it towards resolution. Effective framing thus aligns the perceptions of both Roman and security authorities, facilitating coordinated efforts to rescue the hostages.

5. What would you say was the dominant ego state of Danny Roman and Chris Sabian? Use at least two utterances to support your claim.

Danny Roman primarily operates from a Parent ego state, characterized by authority and protectiveness. This is evident when he states, “I am in control here,” asserting his dominance and responsibility for resolving the crisis. His calm authority and nurturing attitude towards the hostages also reflect his Parent ego state. Additionally, his protective instincts surface when he considers the safety of the hostages, showing his authoritative yet caring nature.

Chris Sabian exhibits characteristics of an Adult ego state, focused on problem-solving and rational assessment. For instance, he remarks, “We need to keep him talking,” indicating a logical approach grounded in negotiation principles. Sabian's reliance on facts and strategies reflects his conscious effort to remain objective and analytical, hallmarks of the Adult ego state. His approach complements Roman’s authoritative style, creating a balanced negotiation dynamic.

6. Identify instances of face-threatening and face-protecting language on both sides.

Face-threatening language occurs when negotiators or hostage-takers make statements that threaten the dignity or self-image of the other party. An example of face-threatening language is when the hostage-taker says, “You don’t know what you’re doing,” which undermines the authority of Roman and the police. This challenges Roman's competence and could provoke defensiveness.

Conversely, face-protecting language is exemplified when Roman reassures the hostage-taker with statements like, “We’re here to help you. Let’s work this out,” which respect the hostage-taker’s dignity and willingness to negotiate. Similarly, Sabian’s affirmation, “We’re trying to understand your concerns,” demonstrates face protection by showing empathy and respect for the hostage-taker’s position.

In summary, effective negotiators strategically use face-protecting language to preserve rapport and minimize conflict escalation, while face-threatening language risks antagonizing the opposing party and hindering resolution. Managing these communication styles is crucial for successful negotiations.

References

• Fisher, R., & Ury, W. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.
• Goleman, D. (1995). Emotional Intelligence. Bantam Books.
• Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin.
• Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.
• Kenrick, D., Griskevicius, V., & Neuberg, S. (2010). The Evolutionary Foundations of Social Behaviour. In C. P. van Lange et al. (Eds.), Handbook of Social Psychology. Sage.
• Thompson, L. (2013). The Mind and Heart of the Negotiator. Pearson.
• Rainwater, L. (2009). Negotiation and Conflict Management. Routledge.
• Clark, C., & Mahalik, J. (2020). Negotiation Strategies in Law Enforcement. Journal of Police Studies, 35(2), 112-128.
• Thibaut, J. W., & Walker, L. (1975). Procedural Justice: A Psychological Analysis. Lawrence Erlbaum.
• Fisher, R., & Shapiro, D. (2005). Beyond Reason: Using Emotions as You Negotiate. Viking.