Thinking in terms of specific steps also helps the negotiator avoid thinking in terms of outcomes and makes it possible to observe and measure progress easily. The first step is to establish contact and open a line of communication. The second step is to restore calmness to the situation. The next steps are to gather information, develop a plan or negotiation strategy, sell the plan to the perpetrator, and prepare for the surrender of the perpetrator. This six-step method for addressing the negotiation process has been successful in training both negotiators and on-scene commanders. Negotiators must also be aware that they may sometimes need to backtrack and return to a previous step. However, each step lays the groundwork for the next step; moving sequentially through each step also increases the chance for a successful outcome. 4 references