Influencing and Negotiating Skills

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Presentation transcript:

Influencing and Negotiating Skills Sandie Paice 2017

Objectives At the end of this session you will understand the skills of influencing of which persuading and negotiation skills are key. The most important skills are your interpersonal and advanced communication skills.

PERSUADING involves being able to convince others to take appropriate action. NEGOTIATING involves being able to discuss and reach a mutually satisfactory agreement. INFLUENCING encompasses both of these

Listening… a real skill Drawing exercise – words alone... Take feedback You need to hear what they are saying not just act like you are listening Check your intention to listen Repeat what they say or paraphrase Ask open questions Look interested Make eye contact Think of personal examples of when you have felt really listened to what was the person doing, saying, how where they demonstrating to you they where listening?

Negotiating to win Negotiating jointly A strategy for successful negotiations begins with character.

Listen carefully Clarify issues Areas of common ground? Understand outside forces Keep calm Assertive Use verbal and non verbal persuasion skills Where can you concede some ground?

Deadline for agreement? Agreement, summarised and written down? Alternative outcomes Are you the kind of person someone would want to negotiate with?

The six laws of influence Influence: The Psychology of Persuasion Professor Robert Cialdini The law of scarcity Items are more valuable to us when their availability is limited. Scarcity determines the value of an item. The Law of reciprocity If you give something to people, they feel compelled to return the favour

The law of authority We are more likely to comply with someone who is (or resembles) an authority The law of liking We are more inclined to follow the lead of someone who is similar to us rather than someone who is dissimilar.

The law of social proof We view a behaviour as more likely to be correct, the more we see others performing it. The law of commitment and consistency Consistency is seen as desirable as it is associated with strength, honesty, stability and logic.