Dog Day Afternoon

Setting
Based on a true story of a bank robbery in Brooklyn, 1972 on a hot August

summer afternoon
The bank robber was determined to steal enough money for his male lover to have a sex change operation

The bank robber and accomplice were unsophisticated and unprepared

The robbery then turns into a tense hostage situation and a media circus Police try to negotiate with the bank robber for the safety of the hostages

The bank robber negotiates an escape plan using the hostages as leverage

Purpose of Presentation
Identify and analyze the process of the negotiation in Dog Day Afternoon Conclude with six essential negotiation stages used by the police and/FBI to settle the standoff

Negotiation Process Components

Components
BATNA Parties Interests

Robbers/Captors
Escape on a jet without consequence Bank robber and accomplice Want to negotiate an alternative to surrendering

Police/FBI
Apprehend the suspects without causalities Cops/FBI/Task Force and Sharp shooters Want Captors to surrender

Values

Claim value - inflict fear and death to the police about the hostages if cops make a move
Getting his lover Leon to talk to him

Claim value State and show captors that they are out gunned and overpowered,
Moral dilemma of he homosexual relationship

Barriers

Power
Ethics

Use the hostages a leverage to escape

States that he is catholic to the hostages and does not want to hurt them unless he has to, and displays open disgust with police readiness to use deadly force

Visual display of all 250 cops fixed on the captor

The detective proves to Sonny that he is not lying to him

Negotiation Process
A push and pull of wills is heightened as the plot thickens. The captors try and resist the inevitable. Soft and hard negotiation strategies are demonstrated in the film Both parties are at a disadvantage due to the lack of options and appear desperate and needy. This is not uncommon in many negotiations At first opposing parties us positional based bargaining, which eventually transitions into principled negotiation, thereby ending the standoff

Identify and Analyze

Positional Bargaining
Hard and Soft Styles Claiming Value

Identify and Analyze

Principled Negotiation
Creating Value Separate the people from the problem
Focus on interests rather than positions Generate a variety of options before settling on an agreement Insist that the agreement be based on objective criteria

Six Negotiation Stages

Negotiation stages used by the police and/FBI to settle the standoff
1) Preparation 2) Gathering and analyzing information 3) Listening/communicating 4) Setting the tone/limits 5) Keeping emotions in control 6) Closing the negotiation with an agreement