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The Role and Importance of Persuasion in Negotiation (Process for…
The Role and Importance of Persuasion in Negotiation
A form influence persuasion
Careful preparation
Proper presentation of arguments
Supporting evidence
An appropriate and compelling emotional climate
Process for effective persuasion
(six steps)
Frame for common ground
Provides an open-minded way
Provides a perspective
Creates a logical structure
Engage in joint problem solving
Establish credibility
Expertise
Trustworthiness
Positive appearance
Composure
Support preferred outcome with logic and reasoning
Pressure tactics
Use of logic
Emotion less frequently than by logic and reasoning
Select the logical arguments
Understand others's motivations and needs
Read people
Check for understanding
Listen actively
Reinforce with appeal to emotions and basic instincts
Scarcity
Consensus
Reciprocity
Persuasion Concepts & Application
Inoculation Theory
(describes method of anticipating objections (McGuire) - negotiators anticipate and address objections before they arise
ACE Theory
(criteria people use in evaluating a proposal (Reardon) - negotiators use these to plan persuasion approach)
Cognitive Dissonance
(tension resulting from individual's beliefs not aligning with their behaviors (Festinger) - negotiators would employ tactics to restore consonance or alignment)
Strategies for Persuasion
Push for a stereotyped response
Consider the effect of the context
Ask for a favor
Consider the effect of timing
Smart Alternative to Lying
Adopt the logic of exchange
Eliminate the lie by make it true
Refuse to answer certain questions
Observe the shadow of the future
Don't succumb to time pressures
Defend Yourself Against Manipulation
Doubt the truth of what's being said
Know the source
Think substance, not appearance
Consider the needs of others besides yourself
Be clean on your position and convictions