The Emergency Response Team established by the Federal Bureau of Investigation (FBI) in 1994: attaches great importance to people's psychological needs to be accepted; the core of the problem is no longer to persuade the other party through logical arguments, but to establish a good relationship with them; to use empathy instead of mathematics, and to use emotion instead of rationality to solve problems. Decades of practice have proven its effectiveness, and it is now used as the standard for negotiation training in almost all police and intelligence services, and forms the basis of the negotiation system in this book.
F. I. R. E. Stands for Facial, Instrumental, Relational and EmotionalIssues.
Negotiation expert Thorsten Hoffmann has transformed the negotiation knowledge accumulated over the years into a set of systematic methods, which can help maintain the right to speak and control over negotiations, and optimize one's own negotiation results. It can not only play a role in special situations, but also play a useful role in workplace negotiations and personal affairs.
