Chapter 11 In the first quarter, what the other party wants to say, the FBI will always know first

FBI negotiator Willhausen said: Persuading others is not a matter of words or words, but a game of emotional and rational power. "Convinced".Another point is also crucial, that is, before persuading others, we must make a prediction, predict what the other party will say, what to say, and how we should respond, all of which must be taken into consideration.Only in this way can we be targeted and the persuasion succeed. FBI cadet Thomas' notes are sloppy.The instructor called him to the office, handed him a notebook with neat handwriting, and said, "What do you think of this student's notebook?" Thomas glanced at it and said nothing.

The instructor showed him another notebook with scribbled handwriting and many mistakes: "What about this one?" Thomas said, "It's similar to mine." "Look at the names on these two notebooks again." The instructor gently say.This time Thomas was puzzled: "It's all Joel's?" The instructor seized the opportunity and said sincerely: "The poor one is Joel's notebooks from last year, and this one is his current notebooks. You and Joel last year The situation is similar, but after half a year of hard work, Joel can write neat and beautiful notes, I believe you will be like Joel."

In this conversation, the instructor said one thing and another, which not only maintained the self-esteem of the student Thomas, but also achieved the purpose of encouraging him to make progress.In fact, the instructor had already predicted every answer of Thomas, and then he followed the trend of persuasion based on the students' answers, which had a better persuasive effect. The FBI director of education emphasized when giving lectures to each new student: As a member of the FBI, we must pay attention to principles and flexibility when handling cases, so as to achieve the unity of principle and flexibility.When someone asks some questions that you don’t want to and can’t tell the other party, especially some confidential questions, then you should think about how to reply to the other party in advance, so as to keep the secret and not hurt the other party’s self by bluntly saying “no comment” self-esteem.

Franklin D. Roosevelt served in the Navy Department before becoming president.Once, a good friend of his asked him about the Navy's plan to build a submarine base on a small island in the Caribbean Sea.Roosevelt looked around mysteriously, lowered his voice and asked, "Can you keep it secret?" "Of course!" my friend blurted out. "Then," Roosevelt looked at him with a smile, "I can too." Roosevelt cleverly set up a language mechanism and responded to the other party in a subtle and humorous way, showing his superb language art.In front of his friends, he not only adhered to the principled position that he could not disclose, but did not embarrass his friends, and achieved excellent language communication effects, so that many years after Roosevelt's death, this friend can still happily talk about this period of President Roosevelt. anecdote.

Before we answer each other, we must, as the FBI Director of Education emphasized, have an idea in mind.Knowing what the other person is saying in advance allows us to answer fluently.And our answer should also pave the way for the other party to "make things difficult" again, and guide the other party to say the answer they want. Why do criminal suspects dare not talk to the FBI, because through simple communication, the FBI will know what the other party wants to say next, and with appropriate guidance, the other party will soon tell the information the FBI wants.