Artykuły dot. negocjacji

Step 4 – persuasion

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base / Persuasion

Step 4 – persuasion

Time to learn to talk about persuasion. This subject is as important for negotiators as for any other person. As a professional negotiator, I use persuasion to build agreements aligned with interests. Persuasion is ubiquitous. A teacher will be more effective by showing students how they can make use of knowledge in their life. A manager will have more power by delegating in a way people don’t feel being ordered around. A parent will not have to raise their voice by skillful communication with their child. Persuasion wisely used can bring about a lot of good into our lives. First things first, a few words about ethics. Context of an end: As I pointed out describing the negotiation process, persuasion is the act of causing people to do or believe in something. For persuasion to be ethical, it is important that ‘something’ is beneficial for the side. Otherwise, we’re dealing with bad intentions. Context of means: Ethical exercise of persuasion used to reach an end should be free of lies, bias and other dirty tricks such as a bribe. Below I present good and practical basics for exercising ethical persuasion. Duality –  every stick has two ends. While preparing, carefully analyze the thing you want to persuade someone to. Behold equally the advantages and disadvantages. This will provide you with a more complete perception and will then help you to understand if such pros and cons match your partners’ expectations. Also, direct the talk so as to jointly discuss the other sides’ arguments and see their advantages and disadvantages. This way you will make your conversation more objective, gaining credibility and favor. Know your partner – the approach to getting to know your partner will vary depending on the time span of the negotiations. The basic means is carefully chosen questions. With limited time, start with finding out the most important things. The better your understanding of your viewpoint / product / interests / market segment, in which you function the better you will be at constructing questions. Keep an open mind – everyone has a unique viewpoint. Entrenching around your positions or biased perception of the subject of negotiation is a dead end because it blocks your partner. The ability to accept and recognize your partners’ viewpoint is a powerful persuasion tool in itself. When we see that someone approaches our observation or viewpoint with respect and takes it into account while formulating a proposition, we feel greater trust towards that person. Moreover, we listen more carefully and are more prone to make concessions on our side. Dialog and discussion – search and verify. Persuasion means looking for a solution integrated with the needs of the other side through a process based on win-win strategy. Through open discussion about differences and similarities as well as advantages and disadvantages we get to understand the preferences of the other side. We therefore know what pros are the most important and what cons will not pose a problem for them. As a result we can modify the terms until they become a solution which meets their expectations. NEGOTIATION PROCESS: How to begin negotiations? Preparing for negotiations. Information exchange in negotiations. Relationship building in negotiations. Influence and persuasion. How to made concessions in negotiations. Agreements.