The Role and Importance of Persuasion in Negotiation 8

Negotiation and Dispute Resolution

Beverly J. DeMarr and Suzanne C. de Janasz

Class Name
Date, Semester

Instructor Name

Persuasion
Aristotle on persuasion the ability to convince others to adopt your ideas - win over minds with logic, win over hearts with emotions, and manage yourself As a form of influence persuasion involves: Careful preparation Proper presentation of arguments Supporting evidence An appropriate and compelling emotional climate Persuasion - what you do WITH another and not TO another

A Process for Effective Persuasion

Establish Credibility
Effective negotiators are perceived as highly credible To be credible display the following: Positive appearance dress and act the part Expertise considerable subject matter knowledge Trustworthiness consistency, reliability and conscientiousness Composure calm and prepared

Using Triggers in Negotiation

Reciprocity
- Give information, support, concessions, even gifts and give FIRST - Practice giving regularly and genuinely - Consider rejection-then-retreat approach

Scarcity
- Use scarcity with caution, information must be accurate - If later revealed there was no shortage, trust is lost

Consensus
- Show the other party that others are doing what you are asking s/he to do - Show that others have benefitted by saying yes to your request - Share testimonials of others in similar situations and experts