A good part of negotiation is being able to convince or persuade the other party to see it your way.

Every person has his or her own point of view. If you agree with the other person, there is no need to negotiate or persuade. However, when you have a conflict of viewpoints, or a disagreement, you may want to try to change the other person’s mind. It is important to remember that most people want to avoid conflict, and prefer cooperation.

According to Dr. Chester Karrass, there are several points to keep in mind when you are trying to convince others:

1. Listen more than you talk. This way you will be able to better understand what the other person/party thinks.

2. Avoid interrupting. Interruptions can lead to resentment.

3. Stay respectful—don’t get belligerent. Argumentativeness breeds defensiveness.

4. Be patient. Understand what the other person or party thinks before you bring up your viewpoint.

5. Repeat back. It’s a basic concept in education and works in negotiations too: repeat what the other person/party said to demonstrate you understood.

6. Identify the key point and stick to it. It is distracting and even counterproductive to discuss to many issues at one time/

7. Express your views in a positive manner. You are for something rather than against something.

What happens if you can convince the other party? It happens. Some viewpoints are held too closely and no amount of convincing will change them. Accept that differences will exist, and spend your energy working on areas where there is possibility for change.