Persuasion in negotiation
Negotiation involves a wide range of disciplines, many of which you will learn about our negotiation workshops. This video tutorial offers you a more in-depth insight into the topic of influence and persuasion within the framework of negotiation. Why are we influenced by others? How do we counteract influential tactics from the other party? What techniques can use ourselves which are not manipulative in a negative sense, but help steer the other party towards a better result?
The tutorial is split into six chapters and is inspired by Professor Robert Cialdini, the eminent expert in the subject of persuasion and the psychology of influence.
Our aim is to discuss the central aspects of persuasion in the context of everyday negotiation, with particular emphasis on business situations.
Each section begins with an introduction to the topic, before going on to outline its application in a negotiation setting. We present many key facts and methods that learners can apply in their own discussions. Importantly, you will also learn to recognise when others are attempting to influence or manipulate you. The topics are illustrated with plenty of everyday examples and real-life anecdotes.
Once purchased, the tutorial is accessible for a period of 12 months. This means that you are free to choose your own learning times, you can work through the material as and when you feel like, and you can repeat sections as often as you wish. You can do the sections in any order that suits you, depending on your particular needs and interests.
Each section concludes with a short quiz so you can test your knowledge of what you have learned.
Benefits to you
Not only will you learn to use the techniques yourself, you will also become adept at recognising when someone else is trying to use them against you.
You will develop strategies that you can employ to improve your negotiating position.
You will be in a better position to influence both the deal itself and your relationship with the other party.
You will begin to put together your own collection of tools and ideas to draw on in your negotiations.
You will also find that you can use many of the techniques from the course in other, everyday situations – from dealing with shop assistants to telling the kids when they have to go to bed!
Do you have any questions?
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Our video tutorial introduces you to the following Six Principles of Persuasion:FAQs
This is the art of giving and taking (and perhaps taking a bit more). We explain what it is all about and how you can apply it tactically in your negotiations.
Adopting a sympathetic style will frequently be to your advantage, as most people find it easier to negotiate a deal with a person they feel comfortable with. The risk, however, is that it might mean you give in too easily or feel compelled to give too much away.
There are various techniques that you can use to create a sense of scarcity in your negotiations. Scarcity can refer to many aspects, including time, budget, material or product availability, and production or storage capacity.
We are influenced by other people’s opinions, behaviour and experiences, and this affects our decision making. We are often very conscious of the social proof factor when we are planning a purchase and, therefore, will inevitably influence us in negotiation
Power, whether real or perceived, plays a major role in negotiation. You will learn how to project a sense of power in a way that enhances your position at the negotiating table (as well as away from it).
We find ourselves being often consistent in our decisions, for example upholding a promise made or sticking to a commitment entered. One of the aims here is eliciting a ‘Yes’ response from the other side, so that they commit to you and the deal.
This tutorial is aimed at anyone who wishes to learn more about the topic of persuasion, especially in a negotiation setting. You don’t necessarily need to have done any previous negotiation training, but it does help if you have encountered negotiation at least in some way and you have a few ideas about what it is all about.
If you have somewhat more experience, you will be able to apply the concepts from the course right away in your own discussions and negotiations.