Chapter 22 Section 2 The FBI is mostly a master at conquering people's hearts

FBI negotiators often conduct negotiations at various crime scenes, and they face a variety of negotiating objects, and the difficulty can be imagined.But there are also countless cases of their successful persuasion, which is attributed to their superior psychological tactics.If we want to make the reasoning deeply rooted in people's hearts, we must understand the other party's knots. If we only know what it is, but don't know why, it will not be possible to solve the fundamental problem.Therefore, we not only need to know the views and attitudes of the other party, but also the real reasons why the other party holds such views and attitudes, so that we can focus on their crux and "convince their hearts first, then their strengths" to receive better results. Good results.

This is a real event that happened during the Second World War: a military plane flew from the war-torn Pacific battlefield to the star-studded Hollywood Studios in the United States.Under the guidance of FBI agents, more than a dozen Japanese prisoners of war who got off the plane enjoyed the scenery of Hollywood, watched Hollywood movies, and met with the movie stars there, enjoying the fun of tourists in peacetime. Why would the FBI do this?It turned out to be to fulfill a promise to Japanese prisoners of war on the battlefield. Not long before, a small unit of the FBI raided a Japanese military headquarters in the Pacific Ocean in order to obtain strategic intelligence from the Japanese army.When cleaning the battlefield, it was found that there were more than a dozen Japanese soldiers hiding in a cave, and members of the FBI team immediately went to the cave to suppress it.The Japanese soldiers stayed in the narrow cave, refusing to surrender, and kept shooting fiercely at the FBI team outside the cave.

The FBI team shouted to the cave: "Japanese soldiers, there is no way out for stubborn resistance. Hurry up and hand in your guns!" The answer to the shout was a burst of more violent gunshots. "Pay your guns and don't kill. The United States implements humanitarianism and guarantees preferential treatment of prisoners." Japanese soldiers were indoctrinated with the bushido spirit of loyalty to the emperor since they were young. Even if there were only one soldier left, they would rather die than surrender.No matter how the FBI team shouted, they stubbornly resisted.

Because the cave is very deep and the entrance is narrow, it cannot be collapsed by shelling or shot down.If you insist on rushing in, you will have to pay a price that is not worth the loss; if you are besieged for a long time, it will delay the opportunity for combat. The FBI squad really didn't expect that they were overwhelmed and helpless by more than a dozen defeated soldiers. At this time, a member of the team shouted to the Japanese soldiers in the cave as if joking: "Just put down your weapons, and we will take you to Hollywood Studios for a tour! You can see the demeanor of those big stars who are popular all over the world." !"

In fact, what this FBI team member said was nothing more than expressing his own wish.Like many FBI agents, he often misses the beautiful and peaceful life in the harsh war environment, especially recalling the scene of sitting in a luxurious and comfortable theater and watching the wonderful performances of Hollywood stars, which is really fascinating. The members of the FBI squad who fought with him all laughed, and everyone thought it was a big joke. To the surprise of the FBI team, this sentence actually shook the Japanese soldiers' determination to resist, and the gunshots miraculously stopped.The Japanese soldiers gave up the Bushido spirit of preferring death to surrender, climbed out of the cave one by one, handed in their guns and surrendered obediently.

Although the Japanese soldiers didn't know much about the United States, they were very familiar with Hollywood and the movie stars there through movies, and they dreamed of traveling to Hollywood. The promise of the FBI squad created an irresistible temptation for them. In order to keep their word, the FBI team really took the Japanese prisoners to visit Hollywood Studios. It can be seen that "convincing one's heart first, and then convincing one's strength" is an important way to persuade others.Moreover, when the other party has some worries and worries, if you can understand his psychology in time and provide guidance, the success rate will be greatly improved.

Under normal circumstances, the FBI will always design different persuasion strategies according to different people. The police know that the best way to get the most information is to make the other party give up their position. This is like a war. You need Use your own point of view and use appropriate strategies to defeat the opponent's point of view.