Dramatic Change In The Film The Negotiator
——APerspective Of Negotiation Power And Influence
Institute：Institute of Economics Major : International Trade and Economics
Name : Cheng Xiaojun Student ID: 201000012005
After watching the film,The Negotiator,I am very impressed by the strategies and tactics used by the two main characters,Lieutenant Danny Roman and Lieutenant Chris Sabian. Now I want to make some comments on two impressive parts ,the negotiation power and influence.
In the beginning, four hostages are hijacked by Danny so that he has more negotiation power than others,which are the key to increasing the probability of achieving his goals. In fact,the highlight which can show the negotiation power existsin the talking process between Danny and Farley ,especially in their opposing reaction. Everyone knows that Danny is an outgoing negotiator while Farley is not. Danny has more power in the professional skills of negotiating. Not only does he state his requests,but he also make fun of Danny wittily,which disappointed and even scared his opponents.
What’s more,when he uses the psychological tactics to find out whether Niebaum has told the truth, he also shows the amazing power ,which even makes the bystanders begin to trust himfrom the bottom of heart.
Of course,we can’t ignore the scene when Danny and Sabian clash with each other. In my opinion,both of them show their power wonderfully .Danny has hostages and a good knowledge of negotiating skills. For example,he uses television to interrupt the signal and evenspeculates that Sabian has run out of the electricity of telephone. While Sabian has the power in the chain of command. He controls the cop and decides whether to continue negotiating or not. He also controls the building ,including the physical resource that Danny needs.
What is the negotiation influence? As far as I am concerned, influence is a kind of tactic or capability which leads the counterparts to trust us,make concessions or something else. In this film,three parts have show the influence typically. Firstly ,when Danny threatens the Niebaum to tell the truth,it also influences Rudy and Maggie’attitudes. Rudy begins to think that Danny is innocent ,which means he is willing to help Danny. Of course,the most important point comes from Maggie’s less intransigent,which is also the breakthrough and turning point of the film. It can’t be denied that they are influenced by Danny’s justice. As a result, both of them stands in the camp of Danny.
Secondly,Danny’s attitude and behavior have influenced Sabian. Though Sabian has been neutral all the time. But we have to admit that he has been influenced by Danny to some extent so that he is willing to assist Danny escaping from the building to Niebaum’s home for evidence. Otherwise he won’t risk his life changing his mind.
Last but not least,Sabian’s disguise influences the “big boss” Frost at the risk of “killing”Danny. We have to say that it is a really breathtaking and wonderful counterattack. In case of emergency,a more accurate judgment and influence are contributed to the negotiation,which are the key route to influence. Imagine what will happen if Sabian makes a wrong judgment. How clever Sabian takes advantage of his role of outsiders in pretending greedy and making himself believed.Frost hides himself so deeply to make himself too hard to be exposed. However he fails in the end and hurls himself willingly into the net this time.
Besides what we have mentioned before , dramatic changes arrive at last also because of many other elements.. A negotiator can seizes power through many paths. For example,we need to devote ourselves into the process of negotiation . We need superior courage and insight to face what we can’t foresee. We need make some bullshits to sell the dummy and ease the tension so that you can buy the vital time you want. We need to create secret agreement among a negotiating team (When Danny hinted Eagle for shooting at the suspect,Omar). Sometimes we even need to expose ourselves in pretty danger to draw the audience’s attention. We need lie to our counterpart even on our own side skillfully(In order to prove he can do anything and show his frenzy,Danny shoots the policeman even under his wife’s face.).
Up to now,we have seen what negotiation power and influence is and the reciprocity between them. Influence is based on the power . And a negotiator master is a man who can transfer the power into influence. the dynamic process of the power relationship between the two hostage negotiators in this movie has explained all those vividly.