By Greg Williams
“I attempted to coddle him as a method of persuasion. It didn’t work! He told me to put my offer where the sun doesn’t shine. I was speechless!”
What forms of persuasion do you use in your negotiation process? Every negotiator attempts to motivate her opponent through persuasion.
When considering how you’ll persuade another negotiator, you must consider her personality type, the situation you’re in, and the negotiation environment. Those variables will have a large impact on your use of persuasion in the negotiation process.
The following are a few thoughts to consider when deciding how you’ll address those variables in your negotiations.
In the opening scenario, it appears the negotiator used the wrong form of persuasion — and was harshly admonished. Here’s something to consider when attempting to persuade someone based on their personality type.
Every negotiation is shaped by the value sought. That means the degree of effort applied is based on the perceived value and expectations of the outcome. Thus, if there’s a low expectation of value, the need to persuade or dissuade will be in direct correlation to that expectation. Keep that in mind when utilizing the following thought.
The negotiation environment plays a huge factor in your ability to persuade someone. You can use surroundings to summon past emotional experiences. To do so consider these questions…
Subliminally, we’re moved to adopt certain actions based on the environment. Thus, some actions would not be adopted if the surroundings were different. Having control of these variables allows you to project a greater degree of persuasion.
Other Things to consider:
There are other things to take into account when assessing how you’ll be more persuasive in your negotiation. Such as…
I will address the above variables in a later article.
As you can see, there are many ways to use persuasion in a negotiation. Above are just a few of those ways. There’s one thing that’s irrefutable, if you misuse your efforts of persuasion, you’ll diminish your negotiation efforts. To lessen that probability and to enhance your chances of having a more successful negotiation outcome, consider implementing the thoughts above… and everything will be right with the world.
Remember, you’re always negotiating!
“Body Language Secrets To Win More Negotiations” will allow you to gain insight as to how you can negotiate better by being able to read the other negotiator’s body language. In addition, the book goes deep into new negotiation strategies that you can use to disarm your negotiation opponent and increase your negotiation win rates.
Get “Body Language Secrets To Win More Negotiations” and start winning more negotiations while reading body language to do so!