This article explores the role voice plays in extreme negotiation through the point of view of a practitioner. In this study, we invite Christophe Caupenne, a former Research, Assistance, Intervention, and Deterrence (RAID) chief—now a private consultant to top managers and professional negotiators—to write in detail about his expertise. It was the first time he had fully reflected upon how his voice and vocal strategies psychologically impacted critical negotiations. Our goal was to determine whether business negotiators could learn from their well-trained police counterparts, many of whom engaged in high-stakes negotiations. We augmented our expert’s essay with a 2-hour interview, and also conducted tests on the tone, timbre, and frequency of his voice.
Reference: Haag, C. & Fresnel, E. (2015). Implementing Voice Strategies in Extreme Negotiations: A Conversation With Christophe Caupenne, Successful Former Commando of the French RAID Unit, Organization Management Journal, 12(2): 4-12.
Christophe Haag is an associate professor of organizational behavior at EMLYON Business School. His research focuses on how emotions and intuitions improve the performance of individuals and groups. He has published in leading journals such as the Journal of Applied Psychology, Personality and Social Psychology Bulletin, Organization Management, European Management Journal, M@n@gement. He has also published several books that got a lot of media attention in France.
Elizabeth Fresnel is a French laryngologist. She is at the head of “the voice lab” (exploration and care of voice, hearing, singing, and recording) that she created 28 years ago in Paris, France. The voice lab is a unique multiple-service voice clinic composed of speech therapists, psychologists, physical therapists, and vocal technique instructors.