January 8, 2024

NEGOTIATION PERSUASION TIPS WORTH REMEMBERING

The negotiation suggestions below are based on research findings in human psychology. Like all research, experiments in negotiation persuasion are not exact models of the real world. Good business judgment is the only way to fill in the large gaps left by research.

1. It is better to start your negotiation with easy-to-settle issues rather than highly controversial issues.

2. Agreement on controversial issues is improved if they are tied to issues where agreement can easily be reached.

3. When two messages must be sent, one of which is desirable and the other undesirable, the most desirable message should be sent first.

4. Learning and acceptance are improved if emphasis is placed on similarities of position rather than differences.

5. Agreement is facilitated when the desirability of reaching an agreement is emphasized.

6. It is more effective to present both sides of an issue rather than just one side.

7. When you are discussing the pros and cons of an issue, it is better to present your favored viewpoint last.

8. Conclusions should be stated explicitly rather than left for the other party to decide.

9. Repetition of a message, said in different ways, leads to learning and acceptance.