Convincing an interlocutor to make a point is often not an easy task - negotiating requires creative thinking, quick reactions and staying calm when the tension is at its height. When we are committed to achieving certain business goals, it is not uncommon to lose control of the meeting, forcing us to make many concessions. Although negotiation seems to be a difficult art, it can be learned - for a start, it is worth learning some manipulation and persuasion techniques.
Effective negotiation - what is persuasion and how to use it?
When running our own business, we have to deal with a variety of clients, colleagues and contractors. We want to develop our business and increase revenue, which sometimes involves negotiations. If we are able to convince the other party, we will be able to work together on the most favourable terms. However, the interlocutor has his own expectations and goals - after all, he is looking after his own interests. Unfortunately, it is usually not enough to present prepared demands, as they are usually not as beneficial for the counterparty as they are for us. A good negotiator therefore uses the language of persuasion, i.e. the power of arguments, while at the same time being able to adapt perfectly to any situation. It is not a question of constantly exerting pressure on the interlocutor - in most cases it is much better to remain calm. We can use this skilfully in a conversation. What are the characteristics of persuasive language in negotiation and how do we use it? Try out the following techniques:
- use a firm but controlled tone of voice and use words that will influence the counterparty, e.g. "you must", "you should", "that's the best solution", etc;
- Prepare well-considered arguments before the meeting so that you know your position well and are not taken by surprise;
- adopt the right attitude - make sure you dress aesthetically to suit the circumstances, learn to control non-verbal gestures and have a positive attitude;
- strive for dialogue during the negotiation - allow the interlocutor to ask questions and express his/her opinion - avoid monologue;
- listen carefully to the other side - without this you will not be able to react quickly and appropriately to counter arguments, try to stay as focused as possible;
- show steadfastness - don't let yourself be led off balance or drawn into the other side's games.
Manipulation in negotiations - what is it?
Business meetings in which opinions are exchanged can sometimes be challenging. In order to influence the other person and bring about final cooperation, we need to be effective in persuasion. For many, the word manipulation has a very negative connotation and is not associated with positive emotions - sometimes manipulation techniques have to be used in negotiations. It is certainly worth knowing these techniques, as they will also be used by your interlocutor. Among the most popular ways of exerting influence are the techniques highlighted by Cialdini. We use many of them unconsciously in our everyday life:
- Social proof - For the most part, we all prefer to behave in accordance with accepted social customs and trends; we want to behave similarly to others in order to fit in with society.
- Like and dislike rule - We are much more likely to be influenced by a person we like, as negotiators are well aware.
- Principle of reciprocity - if we have received something, we feel an inner need to return the favour, as an experienced negotiator knows all too well.
- Rule of engagement and consistency - involves engaging the recipient in a specific activity so that the interviewee then wants to perform a specific action;
- Influence of authority - It is much easier to be influenced by someone you consider to be an expert in a particular field. Sometimes when presenting arguments, it will also be good to cite an authority.
- Rule of unavailability - For many people, a product becomes much more attractive if they cannot buy it, as trained salespeople are well aware.
Mastering manipulation techniques in negotiation is not an easy task and takes time. With each business meeting conducted, we will gain experience.
Persuasion and manipulation in negotiation - are they worth using?
Every situation we find ourselves in is different. We will also come across different interlocutors. Some of them will certainly try to use selected persuasion and manipulation techniques on us, and we should be able to catch them. Only then will we really master the art of negotiation. Many times we will find that manipulation on our part is not necessary, and sometimes it will save us from making concessions we do not want to make. It is certainly important to work on your persuasive skills when you want to negotiate effectively, and to treat manipulation as a useful but not necessary tool. Manipulative techniques should be a last resort to support arguments. The most important thing in a negotiation remains to be properly prepared and to remain calm when the atmosphere of the conversation becomes tense.
