Influence and persuasion in negotiation

Gather pertinent information

- Analyse interests and positions: Identify stakeholders, their interests. SWOT to assess your own strengths and weakness, as well as those of the other party
- Identify areas of agreement and contention
- Understand context, Define goals, Consider any constraints or limitations
- Develop a clear strategy and set a realistic objective.
- Engage and Mobilize: Obtaining input and backing
- Recognizing that others possess unique viewpoints and knowledge is crucial as it can provide valuable insights and help fill gaps in your argument.
- Engage in active dialogue with individuals with diverse perspectives
- Encourage constructive feedback
- Conduct focus groups or brainstorming sessions
- Leverage social networks
- Seek expert advice to provide valuable insights and contribute to the credibility of your ideas
- Build coalitions
- Validate your vision (figures, cost, time, etc.)
- Consider how you might prepare for the possibility of retreat
- Prepare to acknowledge the relevance of any objections raised (be prepared)

IDEAS:
I-dentify the issue
D-eclare you own interests
E-xplane your proposition
A-sk for opinions and objections
S-ummarise to clarify and move forward

Negotiation = collaborative endeavor, finding mutually beneficial solutions (win-win)

Negotiation is not always the most appropriate approach
Non-negotiable issues
Unattainable objectives
Timing and conditions

Understand key personality types
- Charismatics (dominants, visionary). Be concise when presenting your case
- Thinkers (logical, academic). Provide concrete evidence
- Sceptics (demanding, aggressive). Show that credible sources support your proposal
- Followers (responsible, cautious). Demonstrate proven methods and past successes
- Controllers (logical, unemotional). Offer a structured approach, demonstrate expertise.

Create a collaborative and pleasant atmosphere

As the meeting progresses, look for cues that indicate when it's time to get down to business -> shift in body language and dynamics, etc.

Successful negotiation
- Active listening
- Empathy
- Open communication
- Non-verbal communication (body language, facial expressions, tone of voice)
- Positive attitude (enthusiasm)
- Flexibility and adaptability

Approaches when you're stuck or exhausted
- Restate the problem
- Reframe your argument from a fresh perspective
- Look for the positive
- Ask open questions
- Use breaks and adjournments to reset emotional climate and recharge
- Summarize regularly
- Nodding while listening indicates interest and engagement
- Relaxed posture indicates receptiveness to ideas
- Surprise, curiosity can betray underlying thoughts and emotions

I can't agree to this myself...
(...but I can probably get it approved!)
Our interpretation: Is there anyone else involved whose approval is needed?
Probing question: Would you be able to agree if you had time to discuss it with the relevant people?

I'm not sure about the whole package...
(...but I can agree with some of it.)
Our interpretation: Which specific aspects of the package are you open to discussing or agreeing on?
Probing question: Which parts of the package do you like?

We're not willing to discuss that at this stage...
(...but we might be later.)
Our interpretation: When would be a more suitable time to discuss this?
Probing question: When might you be able to?

I like what I've heard so far...
(...so tell me more so I can decide.)
Our interpretation: Can you provide additional information to help me fully understand and make an informed decision?
Probing question: Is there anything more that you need that I can clarify?

Non-verbal signals that may indicate underlying reservations
- Hands over the face or folded arms
- Lack of eye contact
- Pressing lips together
- Clearing throat

Moving for confirming agreement to obtaining commitment: Timing is critical
Summarize each agreed point before to move to the next one

Tools for handling conflict
- Active listening
- Foster open and honest communication
- Problem-solving skills
- Emotional intelligence
- Ensure negotiation focuses on reaching mutually beneficial agreements
- Side-tracking: acknowledge the issue and state your willingness to address it later
- Pulling rank

Dealing with aggression
Maintain composure and calmy request the person to stop shouting