University of Twente Student Theses
Navigating the Shadows: Analyzing Negotiation Strategies in Ransomware Incidents and their Impact on Outcome
Westerveld, Frank (2024) Navigating the Shadows: Analyzing Negotiation Strategies in Ransomware Incidents and their Impact on Outcome.
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| Abstract: | Purpose - This study investigates the impact of various negotiation strategies on ransomware negotiation outcomes from the victim's perspective. It offers a comprehensive theoretical framework on ransomware negotiation concepts and processes, as well as a framework outlining potentially useful crisis negotiation strategies. The foundational premise suggests that victims emphasizing empathy, dignity preservation, and emotional reassurance may achieve more favorable results. Consequently, it was hypothesized that negotiation strategies such as being kind, being equal, emotional appeal, legitimizing, and rational persuasion, would positively influence ransomware negotiation outcomes. Design/methodology/approach - Drawing upon 16 authentic ransomware negotiations, provided by Northwave Cyber Security, this study utilized coded transcripts as its primary data. The hypotheses were tested using linear regression analysis, employing the discount factor (defined as the variance between the initial ransom amount and the final negotiated ransom amount) as the dependent variable and conceptualization of ransomware negotiation outcome. Findings - The study could not reject the null hypotheses that employing the aforementioned strategies significantly improve ransomware negotiation outcomes. Research limitations/implications - The regression analysis was hindered by a small sample size, which compromised the assumptions necessary for regression analysis. This highlights the imperative for future research on larger datasets to ensure robust statistical analyses. Practical implications - With the theoretical framework outlined in this study, cybersecurity organizations and ransomware victims can gain profound insights into the intricacies of ransomware negotiations, along with potentially valuable crisis negotiation strategies they can utilize in their negotiations with cybercriminals. Originality/value – To the author’s knowledge, the impact of traditional crisis negotiation strategies on ransomware negotiations has not been academically explored. Hence, this study offers a fresh perspective on ransomware negotiations and presents an exploratory framework for future research. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 05 communication studies |
| Programme: | Communication Studies MSc (60713) |
| Link to this item: | https://purl.utwente.nl/essays/98692 |
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