...Ten Persuasion Techniques The objective of negotiating is to inspire another person to do something they may not want to do. Some of the tactics of negotiation include persuasion techniques. Persuading others is the art of the process. A little friendly persuasion by Guido, the godfather's henchman, is one way of being persuasive. Encouraging the parties to talk and work things out using persuasion techniques is another. It is all in the approach. Persuasion is often used just to get reluctant participants to talk; to get reluctant adversaries to open up, consider options and discuss the situation. This dialogue is an essential step forward in any negotiation. There are many ways to be persuasive. To improve your negotiation technique, learn to use these 10 persuasion techniques, or recognize when they are being used on you. In most negotiations we assume that the prime motivators are avarice and greed. While almost always present, these motivators are not always the most persuasive techniques available to a negotiator. It is the ability to use more subtle tactics that marks the difference between negotiators. Positive Persuasion Techiques 1. Positive Reinforcement The desire to be liked is very strong in all of us. An effective persuasion technique is the use of classical reinforcement conditioning. The Pavlovian cause and effect relationship model relies on the consistent response, positive or negative, to condition the other person to react in a specific...
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...CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation (and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want from others. It is back-and-forth communication designed to reach an agreement when you and the other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from Thompson 1998): 1. Good negotiators are born - they are self-made, requires study and practice 2. Experience is a great teacher - experience can improve negotiation skills to some extent, but have to learn from the experience - not unaided, unreflected, without feedback. Experience tends to improve our confidence, but not our accuracy/effectiveness 3. Good negotiators take lots of risks - while this may work in the movies, it isn’t in the script for real negotiations. Some negotiators may do this occasionally, but after carefully considering risks & potential benefits. They know how to evaluate a situation and make an optimal choice given the information available. 4. Good negotiators rely on intuition - Effective negotiators are self-aware and very conscious of what they are doing and why. Most of the important work of negotiation takes place before meeting (preparation). 5. Negotiations are always win-lose - a vast majority can be win-win. 6. The only negotiations are formal...
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...CHAPTER ONE Introduction to Culture and Negotiation People who work across cultures, whether internationally or within nations, need general principles—a cultural map, if you will—to guide their negotiation strategies. Such a map will help them to: • Identify the general topography of cultures—the beliefs, attitudes, behaviors, procedures, and social structures that shape human interactions • Recognize potential hazards, obstacles, and pleasant surprises that intercultural travelers and negotiators might miss without a guide • Select responses that will be more likely to achieve successful interactions and outcomes A definition of culture. * Culture is the cumulative result of experience, beliefs, values, knowledge, social organizations, perceptions of time, spatial relations, material objects and possessions, and concepts of the universe acquired or created by groups of people over the course of generations. * Culture enables people to live together in a society within a given geographical environment, at a given state of technical development, and at a particular moment in time (Samovar and Porter, 1988). * Governments and their agencies, corporations and private firms, universities and schools, civil society and nongovernmental organizations have their own specific cultures and ways of doing things, often called organizational culture). * Culture is also rooted in religious beliefs, ideological persuasions, professions, and professional training and...
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...Ethics in Negotiation: 1. Define Ethical Negotiation. Why do ethics matter? How would you apply ethics within the context of your Negotiation Final Project for this course? Ethics are the social principles or gauge whether some body is following the set social standards or not. The role of these social or ethical standards is very important in any type of negotiation for both parties. This gives the chance for both parties to know the tactics which are being used are deceptive, ethical or unethical and then help them examining the ethical tones and aid them in decision making. This also help both parties distinguish among different criteria, or standards, for judging and evaluating a negotiator’s actions, particularly when questions of ethics might be involved. In my final project, I will choose and react to the other party by keeping in mind the following mix of approaches. • Choose a course of action on the basis of results I expect to achieve (e.g., greatest return on investment). • Choose a course of action on the basis of my personal convictions (e.g., what my conscience tells me to do). 2. What motivates unethical behavior in negotiations? What are the potential consequences? How can negotiators deal with the other party's use of deception? When one party or individual want to secure his own establish outcome ignoring other party interest motivates unethical behavior. The unethical behavior outcome also depends on how high are the party stakes, competitiveness...
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...Personal power, communication and effective persuasion By H Woodman Professor Steele Date 10/26/2014 In order to effectively persuade or negotiate with a person, good communication skills are essential. Persuasion is the ability to induce another party to embrace your point of view by using reasoning. Persuasive people try to get other parties to want what they want without arguing by providing solutions that work. They do this by using communication techniques such as talking relentlessly and using complex terms which means they have to explain it more (Dainton, 2010). They use perceived power they receive from the other party by using authority which is builds trust. For example, the use of doctors in a toothpaste advert persuades people to buy the toothpaste. Negotiation is a situation where parties having a conflicting interest, each with no power to influence the other to get their way reach an agreement. In a negotiation, both parties can compromise or alternatively invent a solution that meets both of their objectives. For instance, in a business involving a car dealer or salesman and a buyer, concepts of persuasion and negotiation are used in order to make a deal. The deal may not necessarily be favorable to both parties. The car salesman may use persuasion to get the buyer to agree to the terms of purchase. For example, car salesmen try to be likable by using techniques such as smiling and telling jokes. They create emotional attachment to the buyer by...
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...Managers must prepare for strategic negotiations with parties in other countries to make specific plans as well as for continuing operations. In the global arena, cultural differences produce great difficulties in the negotiation process. Important differences in the negotiation process from country to country include: the amount and type of preparation for a negotiation; the relative emphasis on tasks versus interpersonal relationships; the reliance on general principles rather than specific issues and the number of people present and the extent of their influence. The term negotiation describes the process of discussion by which two or more parties aim to reach a mutually acceptable agreement. For long-term positive relations, the goal should be to set up a win-win situation-that is, to bring about a settlement beneficial to all parties concerned. The negotiation process comprises five stages, the ordering of which may vary according to the cultural norms: preparation; relationship building; the exchange of task-related information; persuasion and concessions and agreement. The importance of careful preparation for cross-cultural negotiations cannot be overstated. Adept negotiators conduct research to develop a profile of their counterparts so that they know, in most situations, what to expect, how to prepare, and how to react. After developing thoughtful profiles of the other party or parties, managers can plan for the actual negotiation meetings, prior to the meetings, they...
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...verbal negotiating tactics. A: In Brazil, direct communication is favored, because “interruption” and “refusal” scores high in the graph. If Brazilian did not agree, they will not hesitate to let you know. However, in Japan, indirect commutation seems the right thing to do. Japanese tend to be more “Commit” “Promise” and “Recommend.” That means they agree to do something specific and eager to exchange benefit (if you do something for me, I will do something for you) instead of direct refuse your proposal. Q8 Discuss each step of the seven stages of negotiation. Which stage do you feel is the most important? Why? A: Step1: Preparation, before the negotiations, the well-prepared international negotiator gathers extensive information on the negotiation issues, on the setting in which the negotiation take place. Experts on international negotiation identify numerous essential questions and issues to consider before the negotiations. Step2. Building the relationship, at this step, Negotiators do not focus on the business issues but rather focus on social and interpersonal issue. They develop opinions regarding to the personalities of the negotiators. Step3. Exchanging information and the first offer, at this stage, both parties exchange information on their needs for the agreement. Both sides usually present their first offer, which is their first proposal of what they expect from the agreement. Step4.Persuation. In this stage, each side in the negotiation attempts to get...
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...CH. 6: STRATEGY KEY STRATEGY ELEMENTS 1) Time (deadlines) 80/20 rule (Pareto’s law) often applies in negotiations. 80% of the deal getting done in the last 20% of the time spent in bargaining. If you have a firm deadline, use one of 3 strategies… 1) Without revealing your deadline, work to reach a settlement well in advance 2) Declare an earlier “deadline” before your real deadline 3) Question negotiators on the other side about their deadline – and if you find out their deadline is before yours, agree to it and work to meet it. If it’s a deadline for both sides, then neither has an advantage BOX 6.1: Use Time to Your Advantage (p. 142) 2) Info Called the “The Heart of Negotiations” because it shapes our appraisal of reality, our negotiation strategy, our BATNA, our expectations of what can be achieved and the outcome of a negotiation. Often, more info discovered both before and during a negotiation process makes you a better negotiator. The party that has more and better info is more likely to negotiate a better outcome. So, why do people fail to get info? Several reasons… 1) People regard a negotiation encounter as a limited or one-time event and simply fail to anticipate that they will need info until they are heavily involved in negotiations. 2) Novice negotiators believe the process doesn’t start until they the other party face-to-face and don’t prepare...
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...JFT2 Task 1 Bill Bailey When presented with the idea of a merger between the Salt Lake Symphony and the Opera, Bill Bailey and the opera trustees expressed concerns about the financial standing of the two organizations with the opera being financially stable and could be flexible in size, number of performances offered, number of full time staff and fundraising events. On the other hand the symphony, a 52 week orchestra employing 33 full time staff and 83 musicians which along with a loss in funding left the symphony facing some financial challenges. It appeared to Bill Bailey that the symphony would be gaining much more from the merger than the opera and the only apparent benefit for the opera would be to become a tier-one arts organization but at the risk of losing its established identity. Bill could use Adam’s Equity Theory of Motivation to represent how this merger will not benefit the opera or its board and possibly hurt future operations. Adam’s Equity Theory of Motivation is one based on fairness and justice and the consequences of events that cause feelings of inequity or injustice. There are two components to this theory. First is the input, meaning what an employee provides for which a just return is expected for the efforts. Second is the output, meaning pay, bonuses, benefits and job security. Because people’s personalities vary each individual or group will evaluate events as either a positive or negative inequity when comparing outcomes with other involved...
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...awards. Later on they made frauds by using their influential tactics on employees and company’s board. Those are Assertiveness: it involves applying legitimate and coercive power to influence others by threatening or giving punishment. This tactic was used by sullivans office where they berated and intimidated employees who opposed head quarter’s decision and questioned for more information. When one employee refused to change in accounting entry, worldcom’s controller threatened him and made him to make changes in accounting entry. Information control: It involves manipulating other’s access to the information and restricted access to the valuable information. By using information control Ebbers inner circle restricted flow of all financial information. Accountants didn’t have access to computer files in which fraudulent was made and they were not allowed even to prepare accounting files. Persuasion: persuasion is to influence people with their virtual facts, logical arguments and emotional speeches to change and manipulate another person’s attitude and behaviour. Ebbers was persuaded the board of directors and changed their mind even though they knew that he was misrepresenting information. As a result board of directors didn’t oppose to Mr.Ebbers recommended action of course. Silent Authority: it involves influencing employee’s behaviour through legitimate power without negotiation, threats, pursuation or other tactics. Ebbers and Sullivan used their silent authority power to...
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...NEGOTIATIONS Patience Kayira KEZZIE MKANDAWIRE POLYTECHNIC MALAWI NEGOTIATION SLYLABUS 1. Negotiations Overview Definition, and Types; Goals and Objectives; Tactics and Ploys; and Team Versus Individual negotiation approaches. 2. The Negotiation Process Pre – Negotiation; Actual Negotiation; and i. Post- Negotiation. 3. Achieving Success in Negotiation i. Qualities of a successful negotiator; ii. Preparing and planning for negotiation; and iii. Designing a BATNA (Best Alternative To a Negotiated Agreement). 4. Conflict Management in Negotiation i. Types of negotiation conflict; ii. Causes of conflict in Negotiation; and iii. Conflict resolution and management strategies. 5. Negotiation in different Product Portfolios (Krajlic Matrix) i. Establishing negotiation goals and objectives for each product portfolio; ii. Choice of techniques and tactics for use in each portfolio; and iii. Challenges faced when negotiating in different portfolios. 6. Negotiation Variables i. Time, Power and Information; and ii. Other variables i.e. terms, delivery 7. Evaluation of Negotiation Performance i. Criteria for measuring negotiation performance; and ii. Negotiation performance improvement strategies. 8. Emerging Issues in Negotiation i. Ethics in Negotiations; ii. Culture in Negotiations; iii. E – Procurement negotiation; and iv. Negotiations in Public Procurement. PRESCRIBED TEXTS Purchasing Principles and Management by Baily P, Farmer D, Jessop D and Jones D. Purchasing and...
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...Power Sources and Tactics Name: Institutional Affiliation: Sources of Power The term power implies proprietorship of authority over other individuals. As a tool, power can result in a constructive or destructive development in an organization. In my first job as a soldier, I happened to work in an organization in which I was impressed with frontrunner who I worked under, Mrs. Desai. Both charisma and humor were attributes she possessed and it is with no doubt that all of us looked up to her. (Fairholm G W. 2009) Mrs. Desai was a beautiful and possessed all the qualities of femininity that a man would want and she was not the type that a man would easily part with. This gave her an upper hand in terms of charisma. Pretty much these attributes contributed significantly towards her referent power. Also worth mentioning was her legitimate power. She had risen through various ranks till she topped the organization. She had worked as a mere soldier, promoted to secretary levels, deputy manager and finally she became the overall manager. It is beyond doubt that she earned the position legally and rightfully thus recognized as our trailblazer. She possessed the required skills in her occupation with less supplementation making her self-sufficient. The source of her expert power was from the experience and skills she had accumulated over time.(Anderson.D, A. 1998) In addition, if you ever thought of giving the best out of you, Mrs...
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... Abstract This paper assesses a negotiation between Pacific Oil Company, a seller of vinyl chloride monomer (VCM), and Reliant Chemical Company, a buyer of VCM. Each negotiation team’s strengths and weaknesses will be assessed. The Pacific Oil strengths included their negotiation team and the strength of the VCM market. Their weaknesses included poor organizational control, managerial decision making, and their failure to recognize the changing interests of Reliant Chemical and selection of a negotiation strategy. Reliant Chemical strengths were assessed as a strong organizational relationship and management decision making. It recognized, resolved and or reconciled the changing interests of Pacific Oil, derived the best approach for the negotiation, determined the relationship with the other negotiator(s), and selected the appropriate strategy and tactics. Reliant Chemical had one assessed weakness, which was its possible vulnerability to effective counter tactics. The paper concluded by providing a recommendation to close the negotiation with Reliant Chemical on more favorable terms to Pacific Oil. Introduction The Pacific Oil Company negotiation filled with examples of how people (Corporations, Management and Negotiator(s)) should prepare, interact and react during a negotiation. The negotiation for Pacific Oil had numerous challenges during the negotiation with Reliant Chemical. Those challenges...
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...Part I: Theoretical discussion of some concepts on Persuasion 1. Define persuasion and distinguish it from other forms of communication. Persuasion is a form of communication that involves the ability to convince others to change his/her position on a certain subject. But unlike negotiation, which suggests some degree of backing down or meeting in the middle. “Rather than compromising, as in negotiation, effective persuasion will actually convince the opposing party to abandon their previous position and embrace yours (http://westsidetoastmasters.com/resources/laws_persuasion/chap1.html).” In other words, effective persuasion enables you to get other people to willingly do what you want them to do. Looking closely at the definition of Perloff (2003) “Persuasion is a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message, in an atmosphere of free choice.” The two most important component of this definition are: (1) the deliberate intention to change the attitude or behavior of another person, and (2) voluntary compliance, that is, not by force. Therefore, although persuasion is like any other form of communication such that it is a “process of stimulating meaning in the mind of another by means of a message (Putnam, 2014).” it is different from the accidental type since in the accidental form there is no intention to change attitudes or behavior but simply to transmit...
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...In the dynamic world of business, negotiations often involve incredibly complex proceedings that are determined by a myriad of diverse factors. Four specific features of the negotiation framework, namely power, trust, emotions and culture, intrigued us extensively, and so we sought to examine the impact that these factors had on the course of a negotiation, paying particular interest to the tactics employed and its effectiveness at the bargaining table. To achieve our objective, we interviewed three successful working professionals with diverse corporate experiences and backgrounds (Refer to Appendix A). Power/Influence in Negotiations Past researches have examined the ways in which persuasion and influence were employed in negotiations, either through direct or subtle means, to achieve desired outcomes. This can be achieved when power is strategically employed in the negotiation process to effectively orientate and influence the counterparty in one way or another. The employment of power in a negotiation can best be described as “the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives” (Lewicki, Saunders & Barry, 2011). The concept of power as an underpinning construct within the negotiation framework can be largely explicated by the underlying mechanics encircling power distribution. Parties entering a negotiation begin the process on either a neutralized grounding or on an unequal footing...
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