“In negotiation, influence and leverage are equal partners. As one rises or falls, the other follows.” -Greg Williams, The Master Negotiator & Body Language Expert (Click to Tweet)

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“Good Negotiation Advice – How To Really Increase Wins Using Influence”

People don’t realize they’re always negotiating.

Are you aware of when you have significant versus less influence on someone during a negotiation? You are most likely aware that you are better positioned and more powerful in a negotiation when your influence is strong. It is essential to understand that premise to increase your negotiation abilities.

So, since influence is vital in negotiation and pivotal in your everyday activities, do you think it would be beneficial to understand how to boost your impact on others by understanding how influence is acquired and used?

The following information will help you learn the most effective ways to gain influence in any environment. It will also give you insights into negotiating better by helping you identify and use points of influence at strategic moments to increase your power. By acquiring this knowledge, you will use influence like an expert in no time, increasing your dealings with people!

Influence Creation Strategy

When it comes to using influence as a negotiation tool, you can employ several different strategies. These include building rapport, creating a positive atmosphere, and knowing what concessions you will make that benefit both parties.

By understanding the wants and needs of the other party and actively engaging them in dialogue about the deal, you can create an environment where the negotiation is more likely to be successful.

Additionally, knowing when you will display empathy and understanding of the other negotiator’s position goes a long way toward building trust. And that can become the cornerstone for convincing them that you are genuinely interested in helping them reach their goals.

Overall, using influence as a tool for negotiation is an integral part of being successful at the bargaining table. Understanding the motivations of the other party and utilizing effective strategies such as creating a positive atmosphere, building rapport, and making concessions that benefit both of you will increase your perceived influence.

Understanding The Intent Of Psychological Negotiation Influence

Negotiators use psychological influence to enhance their offers. The intent is to make offers more appealing and less likely to be rejected by the opposing negotiator. Thus, using psychological influence as part of a negotiation can be a powerful tool to help achieve a successful outcome.

You can enhance the process by listening carefully, providing social proof per your position, establishing an emotional connection by making yourself more likable, and finding common ground. That is the foundation for using psychological influence to negotiate better.

Using Influence In Negotiation

As stated, using Influence is a powerful tool that benefits your negotiation efforts. But you must be wise about how you use it. For example, before attempting to influence someone, you should know what they want as their outcome. You should also be aware of other factors, such as trust, reputation, and the values held by the other party.

The most effective way to use influence as part of a negotiation is to make the other party feel heard and valued. That means listening attentively and offering meaningful feedback. Showing respect and consideration will help create a cooperative atmosphere, leading to a successful resolution.

Another way to use influence during negotiations is to connect personally with the other person. People often feel more inclined to agree when they have established an emotional connection with the person with whom they are negotiating. Building trust is essential for successful negotiations, and connecting with the other person can be vital to achieving that trust.

Additionally, it is essential to focus on what each side wants in the negotiation. By understanding what the other party seeks, you can use influence to emphasize the common ground between you and them. That, too, can help create a sense of understanding, improving the chances of reaching an agreement that benefits both sides.

Influence And The Law Of Unintended Consequences

The law of unintended consequences states – no matter how positive the intent of an action is, there will almost always be negative consequences. So, how might you prepare for those unintended consequences? The answer may lie in how the captain of the U.S. 2022 men’s World Cup soccer team addressed a situation at a press conference.

During the press conference, a reporter from Iran told the U.S. team’s captain that he was not correctly pronouncing the name of his country, Iran. The reporter had a bite in his tone. Most people would have responded with a touch of bitterness, sarcasm, or indifference. Not so did the captain.

Instead, the captain waited until the reporter completed his admonishment, posed additional questions, and then he spoke. And when he did, it was with a sincere apology for his mispronunciation. Then he addressed the other questions raised by the reporter in a calm and non-threatening voice. People perceived the captain as positively influencing that situation because he maintained control over the interaction based on his demeanor.

To have more significant opportunities to influence the opposing negotiator, consider the environment and their world perspective. You must mentally go where they are before taking them where you want them to go. Do not let unintended consequences derail your negotiation efforts.

Reflection

Using influence to negotiate effectively is a skill that all successful negotiators possess. The degree of their success lies in how and when they use it. Accordingly, if you want to win more negotiations, it is essential to understand how to use influence to persuade others to adopt your position.

Because understanding how to use influence to negotiate better can be the difference between coming out with a winning negotiation and having a negotiation that breaks down. Acquiring, projecting, and using Influence will prevent brake downs from occurring. And everything will be right with the world.

Remember, you’re always negotiating! 

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