APPENDIX B
Negotiation Influence Behaviors
Table B-1 summarizes and paraphrases the ten categories of influence behavior, based on the 2002 article “Influencing in Hostage Negotiations: The Table of Ten” by Ellen Giebels.
Table B-1. Ten Categories of Influence Behavior
|
Strategy |
Underlying Principle |
Description of Behavior |
|---|---|---|
|
Being kind |
Sympathy |
Exhibiting friendly, helpful behavior |
|
Being equal |
Similarity |
Using statements aimed at something the parties have in common |
|
Being credible |
Authority |
Showing expertise or proving you are reliable |
|
Emotional appeal |
Self-image |
Playing upon the emotions of the other party |
|
Intimidation |
Deterrence/fear |
Threatening with punishment or accusing the other personally |
|
Imposing a restriction ... |
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