The_Essential_Manager_s_Handbook

408 / CONDUCTING NEGOTIATIONS

Being persuasive

Influencing others

Effective negotiators use a range

of influencing techniques that

take advantage of the natural

responses of negotiators to

certain types of information.

For example, negotiators are

generally more motivated

to avoid losses than they are

to obtain gains.

A successful negotiation process requires effective persuasion.

When attempting to influence your counterpart, it is crucial to

identify your moments of power and take advantage of them.

Seasoned negotiators understand how to use appropriate

persuasion techniques to sell their ideas to the other party.

Negotiators use a

range of persuasion

techniques that take

advantage of the

natural responses

to certain types of

information

50 %

of Americans do not

believe what they

see, hear, and read

in advertisements

US_408-409_Being_persuasive_1.indd 408 30/05/16 3:07 pm