Being persuasive in a negotiation will enhance the probability of a successful negotiation outcome. So, to what degree do you consider and plan how persuasive you’ll be in your negotiation? Negotiation Tip: Do you identify when you’ll be most persuasive and the steps you’ll take to enhance it? You should, because when you’re at your highest level of persuasion, you’re at your most powerful point of influence during the negotiation.
The following are five forms of persuasion and ways you can use them to win more negotiations.
Overt Persuasion can be likened to motivating someone to perform at your will, because of an intrinsic reward they associate to doing so. They’ll also be motivated to ingratiate themselves to you. The degree of intrinsic value they associate to you will be the determining factor that details the amount of power you’ll have when using this form of persuasion.
To use this form of persuasion in a negotiation, it’s best used on a negotiator that holds you in esteem, or one that will follow your lead without contradiction.
Social Proof Persuasion:
Social proof is a form of persuasion that can be manifested by having information about yourself in publications and other outlets that’s perceived as influential by the person with whom you’re negotiating. In essence the message sent is, you’re someone to be reckoned with and you have ‘clout’.
This form of persuasion can be fleeting and/or demeaned by the other negotiator’s acceptance or rejection of your social proof. In essence, in a negotiation, he can act unimpressed, which would make your social proof non-important. So, if you have social proof persuasion, use it appropriately for the time you have it.
Persuasion derived from optics should be used with someone that is impressionable and views you as one that possesses substance, someone that displays the trappings of success. This can be status, fortune, and/or fame. Whatever you’re perceived as having that’s displayed in the form of optics (that which is seen), is the source of power you have with this negotiator. To advantage yourself when using Optics Persuasion, show the other negotiator how he can obtain what he sees of value in the optics you possess. He’ll follow your lead in the negotiation to obtain such.
Have you ever been around someone that you just liked? Being around that person made you feel good. That’s what Likeability Persuasions is. People will submit to your will and acquiesce their power and authority to you in a negotiation, if you’re perceived to have this form of persuasion. To maximize its usage, negotiate when you’re perceived to be most likeable.
This form of persuasion stems from those with whom you associate. It’s most effective when the other negotiator is enamored by your associates and your association with them (i.e. birds of a feather flock together). Association Persuasion is even more effective if your associates are those the other negotiator views as being valuable to his endeavors. To use this to your advantage, you can imply he’ll be able to gain access to those that you associate with.
These are a few forms of persuasion and how to use them. I’ll write of others in the future. Suffice it to say, being aware of different forms of persuasion and how to utilize them during a negotiation, will give you a huge advantage in your negotiations. By recognizing and using them, you’ll win more negotiations … and everything will be right with the world.
Remember, you’re always negotiating!