Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Influencing and Persuading – Negotiation Tools

Arguably, negotiation is a structured process where each party is influencing and persuading the other to get the outcome they desire.

I think there’s more to negotiation than this. But influencing and persuading are certainly a big part of it. Your ability to influence and persuade is a crucial component of your skill as a negotiator.

It’s a big topic in its own right and will get its own course (2.6). But here, I’ll introduce a few key essential metods to help you influence and persuade in your negotiations.

Watching this video is worth 4 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators

Other videos about Tools for Negotiators include:
– How to Ask Questions
– Listening Skills
– Empathic Negotiation
– Force Field and PMI Analysis
– MOSCOW Analysis
– How to Handle Deadlock
– How to Handle a Breakdown

Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI

Fundamentals of influence
• The power of because
• Be generous with the credit for ideas. Surrender ownership of ideas and give credit freely
• Opportunities to agree
• Tell stories, dramatize ideas and paint pictures
• Positive ‘you’ – taking their perspective
• Never assert blame. Avoid an accusatory ‘you’

Basic Techniques for influence
• Offer concessions and grant favors
• Look for continuity from established positions, actions, policies
• This or that? – Alternatives
• Slice the pie
• Be precise and specific with your requests. Less open-ended, makes them feel safer in conceding
• Note helpful statements, so you can link to them (consistency)
• Note down every commitment as a visible sequence. It gives a sense of progress and inevitability

Changing Minds – persuasion
• Persistence – Don’t give in too easily
• To move the mind, move the body – take them for a walk
• Escape route / new information
– One thing I forgot to mention…
– You may not have considered…

1. What is your experience (on either end of the process) of good influence and persuasion? What techniques have you experienced that really work? (2 MC CPD Points)
2. You need to have your influencing and persuasion techniques ready-at-hand when you need them. Make notes in your notebook of the techniques you would use, and when, to prepare yourself. (2 MC CPD Points)
3. You can use your influence and persuasion techniques every day – throughout the day. Each day, try to deliberately use one or more of these techniques. Do this for at least 10 working days. (10 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

How to Influence in any Situation (this is the 2nd Edition of the best selling Brilliant Influence) https://geni.us/dAS7
Influence: the Psychology of Persuasion (an absolute classic) https://geni.us/Fnky

Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 4 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 18 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #Influencing


Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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