Negotiating skills: 5 tips for persuasion

Written on July 4, 2009 by David C. Sarnacki

Examiner.com shows how to prioritize negotiations from most important to least important. The commentary concludes with another hearty recommendation of Robert Cialdini’s Influence: The Psychology of Persuasion. In between those two points, the author includes five guidelines for formal negotiations.

Robert Morris writes (excerpt):
1. Know exactly what you want…and why. Have a ”drop dead” (i.e. walk-away) point pre-determined.

2. Recognize where your position is weakest and be prepared to defend it if and when attacked there. Also know where [the] vulnerabilities are in the opponent’s position.

3. When an opponent expresses a strong opinion, listen intently and without interruption. Then respond, “If I understand correctly you…” and repeat the opponent’s opinion, position, etc. It is imperative to reassure an opponent (or opponents) that you hear what is said and understand it. That does NOT mean that you agree with it.

4. Use silence strategically while maintaining eye contact. There are moments when the less said, the better, and that includes body language and tone of voice.

5. The most successful negotiations produce “Win-Win” agreements.

Posted in Persuasion/Advocacy, Mediation/ADR