- Persuasive Selling And Power Negotiation Pdf Free Download Free
- Persuasive Selling And Power Negotiation
- Persuasive Selling And Power Negotiation Pdf Free Download Books
- Persuasive Selling And Power Negotiation Pdf Free Download For Windows 7
By: Janna • Research Paper • 2,812 Words • November 13, 2009 • 1,346 Views
Essay title: The Dynamics of Power and Persuasion in a Negotiation Scenario
Attribution Non-Commercial (BY-NC) Available Formats. Download as PPT, PDF, TXT or read online from Scribd. Flag for inappropriate content. Save Save Persuasive Selling For Later. 100% (3) 100% found this document useful (3 votes) 2K views 17 pages. And to expand their own persuasive reach by helping allies become more persuasive, leaders must devote energy to buttressing and deepening the commitment of their supporters. In the words of Owen Harries (1984: 57): Preaching to the converted, far from being a. Download PDF Persuasive Selling and Power Negotiation: Develop Unstoppable Sales Skills and Close ANY Deal Authored by - Released at 2010 Filesize: 5.73 MB To read the 4le, you will want Adobe Reader computer software. If you do not have Adobe Reader already installed on your computer, you can download the installer and instructions free from the. Something persuasive. First, persuasion involves a goal and the intent to achieve that goal on the part of the message sender. Second, communica-tion is the means to achieve that goal. Third, the message recipient must have free will (i.e., threatening physical harm if the recipient doesn’t comply is usually considered force, not persuasion).
The Dynamics of Power and Persuasion
Characterized by multiple parties with interdependent goals, the negotiation process can involve a number of strategies and tactics that help parties maximize their outcomes. Some of the most useful and versatile of these strategies are forms of persuasion. Persuasion aims to change the behavior, attitudes, or beliefs of another party in some way for the benefit of the persuader, but how can one effectively use such a strategy in a negotiation scenario? Persuasion is an activity made necessary by the fact that all of us differ in our goals and there are many ways that one can go about achieving them. We all take part in persuasive activity throughout our regular social interactions every day. There is a great deal of skill and planning that goes into effective persuasion and there are many techniques one can use to implement it productively during a negotiation. However, there are many pitfalls to this tactic and if used haphazardly can leave one in a position that makes them look much less credible in a negotiation, hurting oneвЂ™s chances of achieving their desired outcome.
First, we must define persuasion and persuasive activities. Persuasion in all cases is a conscious and strategic activity meant to guide another party toward the adoption of a persuader-preferred course of action. Although this definition is a very general explanation of persuasion, it encompasses more specific psychological concepts such as influence, control, and attitude change (Levine p.4). Persuasion aims to change the frame of another person in some way. The three main pathways of persuasive efforts are shaping, reinforcing, and changing. Reasoning, emotional appeals, and other symbolic actions on the part of the persuader are all meant to change the frame of the other party towards oneвЂ™s own views and beliefs (Perloff p.19). These techniques are implemented when a threat to one personвЂ™s goals is observed and the expenditure of a persuasive effort is worth the risks of a slow moving negotiation or possible impasse (Reardon p.2-3).
Second, we must understand what persuasion is and what it is not. A persuasive effort is not always in the best interest of the persuadee, but never deprives the other party of other options. The act of persuading someone can carry a number of negative connotations that can be associated with other activities such as coercion, deceit, or manipulation. Persuasion does lie along a continuum of these social influences, but is differentiated by the methods used and is not an inherently exploitative force (Levine p.4) (Perloff p.14). The skill in this strategy lies in identifying what matters to the other party being persuaded and then shaping ones arguments to guide their thinking. One must present him or herself in a credible manner and encourage the other party to see a different perspective without setting them up as in manipulation, lying to them as in deceit, or threatening a person as in coercion (Reardon p.2). This does not mean that persuasion is a totally candid strategy, just one that aims to portray your own version of reality and have the other party adopt that mode of thinking. Persuasion in itself cannot be considered an unethical activity for these reasons, but the outcome or purposes behind persuasive strategies can be. Most ethical judgments in a negotiation are based on honesty and truth telling.
Third, we must understand what kinds of variables a negotiator has to manage in order to execute an effective persuasive effort. Changing someone elseвЂ™s behavior can prove to be a monumental or even near impossible task depending on the characteristics of the situation. The first step in any persuasive effort revolves around information gathering much like preparing for any negotiation. The most important step to this process involves gaining an understanding of the frames and attitudes that the other party brings to the table. These are the variables that must be changed in order to achieve a favorable outcome for the persuader. Frames are defined: вЂњa conception of the acts, outcomes, and contingencies associated with a particular choice,вЂќ the вЂњindividualized definition of a situation,вЂќ or a вЂњ field of visionвЂќ (Lewicki et al. p.31). They are the schemas through which we view the world around us based on past experiences and other knowledge. Before the negotiators can begin, one must explore these schemas that will undoubtedly affect the discourse of the entire negotiation process.
вЂњAn understanding of schemata is important to persuasion because it helps explain how it is that people come to have different views of the same
Persuasive Selling And Power Negotiation Pdf Free Download Free
person or event. Schemata are what make persuasion easier at one time and
more difficult at another. When persuadees
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Sidify music converter. Negotiation involves coming to an agreement regarding a particular matter and one of the critical skills in this context is the ability to persuade or convince another.
Persuasive Selling And Power Negotiation
Persuasion skills are a key ingredient to a successful negotiation. You need to be able to persuade your counterpart to understand and accept your position. Through learning key negotiation skills, you can learn the art of effective persuasion to influence your counterpart.
Why Persuasion is Critical in Negotiating?
Persuasion is an important skill that you need to learn to negotiate successfully. You should know how to convince others to accept your views. Also, you should know how to effectively persuade others to change their views. Persuasion and other aspects of negotiation are considered as talents by some, however; they are skills that can be practised between friends or colleagues, taught by expert negotiation firms, or even learned online with tutorials.
Learning the skill of persuasion will allow you to handle any disputes during a negotiation. The skill is not just restricted to business negotiations. It can also help in resolving political disputes and even street fights.
Persuasion has been defined as employing tactics to change the beliefs, attitudes or mindset of another, and endorse your views. Knowing the art of effective persuasion by taking part in a negotiating training course will allow you to get the best outcome when dealing with customers and suppliers.
Common Types of Persuasion
You can employ two styles of persuasion in negotiation — the pull style or the push style.
Pull Style — This style consists of getting information about the counterparty, understanding their position, and developing a mutually beneficial agreement. This style is generally recommended when both parties aim to enter into a long-term relationship with the opposing party.
Push Style — This type of persuasion involves giving information to the other party and making them understand your views. It is suitable when the other party is more powerful and less interested in the partnership.
Persuasive Selling And Power Negotiation Pdf Free Download Books
There is a third type of persuasion known as the punch or aggressive style, but it’s not recommended during a negotiation. Aggressive tactics involving coercion, threat, and manipulation rarely result in a successful negotiation. It may persuade the other party to accept the terms, however, the relationship will not stand for long.
Now that you know the importance of persuasion during the negotiation stage and also the different types of persuasion styles, let’s now turn our focus onto how you can apply these persuasion skills to positively influence the outcome of a negotiation.
1. Develop Self-Confidence
In order to convene others to accept your viewpoint, you first need to believe in yourself. You can develop self-confidence by practicing this skill. These skills can be developed through either trial and error or better by attending a negotiating training course.
When you are self-confident and motivated, you will be better able to convince the counterparty. You will be able to think things through properly and carefully evaluate what decision is in your best interest. By collecting and evaluating facts, you will understand your position and be able to effectively persuade the opposing party to accept your views.
Persuasive Selling And Power Negotiation Pdf Free Download For Windows 7
2. Learn to Proactively Counter Criticisms
The biggest mistake during a negotiation is to assume that everything will go smoothly without any objection from the other party. But this is rarely the case. You should expect to receive criticism from your counterparty. This is normal in a negotiation.
If you anticipate criticism from the opposing party, then you cannot be caught off guard. Being prepared will allow you to quickly understand and answer any queries from the other party. This way, you will turn objections into strengths that will pave the way to a successful negotiation.
3. Highlight the Benefits
In order to persuade others, you must also highlight the benefits of the proposal to the other party. You must answer the simple question in the mind of the counterpart, “What’s in it for me?” Answering this question will help align the proposal with the interests of the opposite party.
In conclusion, you should learn the simple yet highly important and effective skill of persuasion whilst also understanding the crucial steps to improving your negotiation skills. Learning these skills will help you to convince the other party to accept your views resulting in a successful deal.