Influencing and Negotiating Skills: Hints and Links
Here is the sixth in our refreshingly new series that's become known as "21st century learning". It's very simple. On this page, we'll give you some one-line hints on how to perform a key workplace skill. Then after the hint, we'll give you a link to more information on the skill. This will take you to a website or web page where you can learn the tip or tips in depth. This link will use the magic of the Internet to help you learn the tip with step-by-step guides, expert articles, video demos, audio podcasts, pocketbook manuals, Powerpoint slideshows, and a lot more. Nobody in history has learnt this way before. So, kick off your shoes and learn in this uniquely 21st century fashion. We continue the series with hints and links on Influencing and Negotiating Skills.
Influencing and Negotiating Skills Hint 1
"Influencing is a much more effective and desirable approach to problem-solving than using force.?"
Here is an explanation of Robert Cialdini’s Six Principles of Influence: scarcity, reciprocity, authority, social proof, commitment and consistency, and liking.
Influencing and Negotiating Skills Hint 2
"Building rapport is a necessary pre-condition to using influence."
Here is an article from William Cottringer describing the best tips from 100 top rapport-builders.
Influencing and Negotiating Skills Hint 3
"You can double the effect of your influencing arguments by using both push and pull."
Here is a pdf file from e-coach that assesses whether your natural influencing style is push or pull.
Influencing and Negotiating Skills Hint 4
"The original meaning of "negotiations" is "not leisure", or "trade"."
For some light relief, here is a selection of amusing cartoons on negotiation.
Influencing and Negotiating Skills Hint 5
"Power, both real and perceived, lurks in the background of every negotiation."
Here is a feature from Peter Barron Stark of negotiatingguide on the role of power in negotiations.
Influencing and Negotiating Skills Hint 6
"When you have a Best Alternative to A Negotiated Agreement, you buy yourself walkaway power."
Here is all you need to know about BATNA's from The Negotiation Experts.
Influencing and Negotiating Skills Hint 7
"Techniques like SWOT diagrams help you to work out how strong your negotiation position is vis-a-vis your opponent's."
Here is a 154-slide pdf on Effective Negotiation from the UK Chartered Institute of Purchasing and Supply including SWOT diagrams.
Influencing and Negotiating Skills Hint 8
"Power negotiations are those with relatively high stakes for each side and its constituents."
Here is a manual on Conflict Negotiations, another expression for Power Negotiations.
Influencing and Negotiating Skills Hint 9
"There is power in appearing not to be unduly bothered about the outcome of a negotiation."
Give yourself more power in a negotiation by using the acronym NO TRICKS from businessknowhow.
Influencing and Negotiating Skills Hint 10
"The tactics of the first part of power negotiations are to intensify the differences between you and the other side."
Get free access to “30 High Power Negotiation Tactics” and how to counter them from Business Negotiation Solutions.
Influencing and Negotiating Skills Hint 11
"When you have pushed your negotiating opponents as far as they will go and are still deadlocked, you can seek an agreement based on principles."
Here is a good team exercise in Word doc format that trainers can use to train others in using principled negotiations.
Influencing and Negotiating Skills Hint 12
"Keep the same alert mental state at the end of negotiations as you had at the start."
Here in doc format is our A to Z of Negotiation Ploys and Tactics from negotiatormagazine.