Negotiating emotions

Shapiro, Daniel L.

doi:10.1002/crq.11

“…Some negotiators try to elicit a certain response from the other party for strategic gain. 52 They can also use their own emotion and expression to elicit a certain response. For example, a party may feign anger or disgust over an offer made by another party in hopes to get the party to give in.…”

Section: Behavior and Emotionsmentioning

confidence: 99%

Negotiate Instead of Interrogate-Get Better Results from Interrogations Through Negotiation

Dotson¹

2009

0

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Public reporting burden for the collection of information is estimated to average 1 hour per response, including the time for reviewing instructions, searching existing data sources, gathering and maintaining the data needed, and completing and reviewing the collection of information. The original document contains color images. ABSTRACT This paper takes a look at the relationship between Reids Technique of Interviewing and Interrogation and the theory of negotiations. During the last several years, interrogation is viewed in a negative light based on the incidents that occurred in Abu Gharib prison in Iraq and the alleged treatment of detainees inGuantanamo Bay, Cuba. This negative view created a negative connotation toward the word interrogation and prompted several policy changes within the Department of Defense. Negotiation, on the other hand, is something individuals do everyday and does not necessarily lend itself to a negative connotation. Negotiation and interrogation transactions take place everyday--on and off the battlefield and in and out of the boardroom. Negotiation and interrogation share several common themes and through a methodic approach, this paper highlights the commonalities between negotiation and interrogation. This paper analyzes the Reid Technique of interrogation and highlights the underlining negotiation theme throughout each step in the process. In the end, the two techniques share so many commonalities a negotiation style approach could be incorporated into interrogation techniques and make them for effective.

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“…One's negotiating purpose is not always served by one's "relational identity" (Shapiro, 2002). Nor is one's negotiating purpose always served by the resulting emotional, cognitive, and behavioral consequences for each party.…”

Section: One's Relational Identity Can Constrain or Facilitate A Goodmentioning

confidence: 99%

“…One's "relational identity" consists of two main dimensions: autonomy and affi liation (see Shapiro 2002 for a review of research on these dimensions). Autonomy is the freedom to make a decision without that decision's being imposed (Averill and Nunley, 1992;Fisher and Shapiro, 2005).…”

Section: One's Relational Identity Can Constrain or Facilitate A Goodmentioning

confidence: 99%

Educing Information - Interrogation: Science and Art, Foundations for the Future

Fein¹,

Lehner²,

Vossekuil³

2006

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Form Approved OMB No. 0704-0188Public reporting burden for the collection of information is estimated to average 1 hour per response, including the time for reviewing instructions, searching existing data sources, gathering and maintaining the data needed, and completing and reviewing the collection of information. Send comments regarding this burden estimate or any other aspect of this collection of information, including suggestions for reducing this burden, to Washington Headquarters Services, Directorate for Information Operations and Reports, 1215 Jefferson Davis Highway, Suite 1204, Arlington VA 22202-4302. Respondents should be aware that notwithstanding any other provision of law, no person shall be subject to a penalty for failing to comply with a collection of information if it does not display a currently valid OMB control number. REPORT DATE DEC 20062 Same as Report (SAR)18 About the Intelligence Science Board MissionThe Intelligence Science Board was chartered in August 2002 and advises the Offi ce of the Director of National Intelligence and senior Intelligence Community leaders on emerging scientifi c and technical issues of special importance to the Intelligence Community. The mission of the Board is to provide the Intelligence Community with outside expert advice and unconventional thinking, early notice of advances in science and technology, insight into new applications of existing technology, and special studies that require skills or organizational approaches not resident within the Intelligence Community. The Board also creates linkages between the Intelligence Community and the scientifi c and technical communities. ImpactBoard members initiate studies and assessments in topic areas where they believe that the Board's interdisciplinary expertise and experience could benefi t the Intelligence Community. In addition, the Board responds to tasking from the Associate Director of National Intelligence for Science and Technology and from the heads of elements of the Intelligence Community. All ISB tasks are mutually agreed to by the ISB and by the Associate Director of National Intelligence for Science and Technology. The Board's procedures for developing and communicating its fi ndings and advice will remain as fl exible and informal as is possible, consistent with the mission. MembershipThe Board is composed of approximately 25 members whose range of expertise encompasses the physical and biological sciences, information technology and communications, information policy, and the law, among others. The views expressed in this book are those of the authors and do not refl ect the offi cial policy or position of the Department of Defense, the National Foreign Intelligence Community or the U.S. Government EDUCING INFORMATION Interrogation: Science and Art The National Defense Intelligence College supports and encourages research on intelligence issues that distills lessons and improves Intelligence Community capabilities for policy-level and operational consumersEducing Information: Interrogatio...

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“…In any negotiating relationship, people care about their perceived identity vis-à-vis their negotiating counterpart (i.e., "what I think others think about me"). In this sense, a negotiator's identity is largely relational (Shapiro, 2002): people interact differently with different people. In a relationship with an aggressive person a negotiator may feel tense and resentful, and thus act in certain ways to spite the other person.…”

Section: Improving the Negotiating Relationshipmentioning

confidence: 99%

Educing Information: Interrogation: Science and Art Foundations for the Future

2006

PsycEXTRA Dataset

2

0

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Form Approved OMB No. 0704-0188Public reporting burden for the collection of information is estimated to average 1 hour per response, including the time for reviewing instructions, searching existing data sources, gathering and maintaining the data needed, and completing and reviewing the collection of information. Send comments regarding this burden estimate or any other aspect of this collection of information, including suggestions for reducing this burden, to Washington Headquarters Services, Directorate for Information Operations and Reports, 1215 Jefferson Davis Highway, Suite 1204, Arlington VA 22202-4302. Respondents should be aware that notwithstanding any other provision of law, no person shall be subject to a penalty for failing to comply with a collection of information if it does not display a currently valid OMB control number. REPORT DATE DEC 20062 Same as Report (SAR)18 About the Intelligence Science Board MissionThe Intelligence Science Board was chartered in August 2002 and advises the Offi ce of the Director of National Intelligence and senior Intelligence Community leaders on emerging scientifi c and technical issues of special importance to the Intelligence Community. The mission of the Board is to provide the Intelligence Community with outside expert advice and unconventional thinking, early notice of advances in science and technology, insight into new applications of existing technology, and special studies that require skills or organizational approaches not resident within the Intelligence Community. The Board also creates linkages between the Intelligence Community and the scientifi c and technical communities. ImpactBoard members initiate studies and assessments in topic areas where they believe that the Board's interdisciplinary expertise and experience could benefi t the Intelligence Community. In addition, the Board responds to tasking from the Associate Director of National Intelligence for Science and Technology and from the heads of elements of the Intelligence Community. All ISB tasks are mutually agreed to by the ISB and by the Associate Director of National Intelligence for Science and Technology. The Board's procedures for developing and communicating its fi ndings and advice will remain as fl exible and informal as is possible, consistent with the mission. MembershipThe Board is composed of approximately 25 members whose range of expertise encompasses the physical and biological sciences, information technology and communications, information policy, and the law, among others. The views expressed in this book are those of the authors and do not refl ect the offi cial policy or position of the Department of Defense, the National Foreign Intelligence Community or the U.S. Government EDUCING INFORMATION Interrogation: Science and Art The National Defense Intelligence College supports and encourages research on intelligence issues that distills lessons and improves Intelligence Community capabilities for policy-level and operational consumersEducing Information: Interrogatio...

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Negotiating emotions

Cited by 38 publications

References 21 publications

Negotiate Instead of Interrogate-Get Better Results from Interrogations Through Negotiation

Negotiate Instead of Interrogate-Get Better Results from Interrogations Through Negotiation

Educing Information - Interrogation: Science and Art, Foundations for the Future

Educing Information: Interrogation: Science and Art Foundations for the Future

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