|Image credit: Brandon Warren
Have a look at this from the crisis/hostage negotiator perspective- especially Point 6 brings to mind how certain strategies can be used later on during the negotiation (after utilizing active listening and acknowledging and de-escalting negative emotions).
6. Ask Socratic questions
A technique called ‘Socratic questioning’ can help depressed people recover, a new study finds.
Socratic questioning is used by many therapists to help patients explore new perspectives on themselves and the world.
Socratic questioning differs from ‘normal’ questioning by focusing on fundamental issues and concerns.
For example, if a patient feels their life is a failure because of a divorce, the therapist might ask:
- Is everyone who experienced divorce a failure?
- Can you think of anyone for whom that is not true?
- How does being divorced seem to translate into being a failure as a person for you?
- What evidence is there that you have succeeded, and thus not been a “total failure?”
What do you think- how could you possibly include this into your negotiating strategy?
Read the full article at the (great) PsyBlog [HERE].