University of Twente Student Theses
Temporal Dynamics of Behavioural Change in Crisis Negotiation: An Empirical Exploration of the Revised Behavioural Influence Stairway Model
Klok, N. van der (2023) Temporal Dynamics of Behavioural Change in Crisis Negotiation: An Empirical Exploration of the Revised Behavioural Influence Stairway Model.
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| Abstract: | The purpose of this study was to empirically explore the functioning of the revised Behavioural Influence Stairway Model (revised BISM), a widely taught negotiation method for suicide crises. The primary objective was to examine the temporal proposition of the revised BISM, which emphasises the significance of first establishing an empathetic, rapport-based, and trusting relationship, before eliciting behavioural compliance from a person in crisis (PiC). To achieve this, an online simulated crisis negotiation experiment was conducted, comparing levels of empathy, rapport, trust, influence, and behavioural compliance between two groups. The first group involved a crisis negotiator attempting to achieve behavioural compliance right at the start of the negotiation. In contrast, the second group followed the revised BISM stages (empathy, rapport, trust, and influence) to establish a relationship before aiming for behavioural compliance. The findings revealed that, in most cases, the revised BISM stages were crucial for achieving behavioural compliance. However, it was also observed that in approximately one-third of the encounters, behavioural change could be accelerated during the initial contact. Further research is needed to examine potential adverse consequences of early behavioural change attempts, cross-cultural generalisability, and a comparison with face-to-face negotiations. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 77 psychology |
| Programme: | Psychology MSc (66604) |
| Link to this item: | https://purl.utwente.nl/essays/94972 |
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