Do you consider the role influence has in your negotiations? Do you know how to use influence in your negotiations once you have obtained it? If you wish to improve your negotiation skills and outcomes, you’ll find the following insight about obtaining and using influence in your negotiations to be very insightful.
Influence Relating to Negotiations:
In a negotiation, the negotiator that casts the most influence will usually come out ahead in the negotiation. That’s due to the fact that influence allows a person to persuade another individual to follow and/or adopt his perspective and point of view. That leads the person possessing less influence to move in the direction of the influencer. The one variable in this scenario is the degree that the person with the lesser amount of influence is willing to be led by the influencer. Thus, when seeking to influence someone, consider to what degree they’re open to following your request, based on the insight and reasoning you give them to do so. If the lesser of the two is not willing to be led, your efforts to cast your influence will be unsuccessful.
Acquiring and Using Influence:
So now that you have a better perspective of the role influence has and plays in a negotiation, how can you acquire it? There are multiple ways to do so. I’ll discuss two of those ways.
One, cast the clout you’re perceived as having. This is done based on those that you’re around (e.g. if you’re in the company of high-profile people, one will assume you’re a high-profile person). If that’s important to the other negotiator and he wishes to obtain such status, you’ll have the trappings of influence needed to inspire him to follow your directions.
Two, you can gain influence by controlling the way the other negotiator thinks; this is not brainwashing. The way to do this is to force the other negotiator to question his current state of beliefs and have him confront them as to their validity. Then suggest how he can improve his plight by adopting a new belief, one that you lead him to. Once he relinquishes his current beliefs and adopts yours, you will have gained influence with him.
Enhancing Your Influence:
To enhance your usage of influence in a negotiation, enhance your ability to accurately interpret the opposing negotiator’s body language. To be specific, observe his verbal and nonverbal reactions to your attempts to influence him (i.e. him leaning towards or away from you indicating acceptance or non-acceptance of a thought or offer/counter offer, position of his hands up or down when he responds to such offers, etc.). By observing such nonverbal signals, you’ll gain insight into the degree your attempts to influence him is taking hold.
As you can see, influence can be obtained and used for the purpose you establish for the negotiation. By having and using influence, you’ll have an intrinsic advantage from which to make your offerings, which will enhance your efforts of coming out ahead in the negotiation … and everything will be right with the world.
Remember, you’re always negotiating!