L4M5 CHAPTER 3 3.2 Appraise the key methods that can influence the achievement of desired outcomes Flashcards
What is meant by persuasion in negotiations ?
Encouraging someone to do something that you want them to do for you. Persuasion is reasoning with someone as that they will believe or do something they might otherwise do and can be considered as ‘pushing’.
What is meant by influence in negotiations?
The act of power of producing and effect without apparent exertion of force or direct exercise of command.
The ability to affect the manner of thinking of another. Influence can be considered as ‘pulling’ on TOP so that you can achieve the same result, but TOP feels they have changed their attitude or behavior as a result of their reflection and thinking, and not your direct actions
What is meant by Directive (push) in negotiation?
An individual-driven persuasion style in which the person seeking to influence another declares their own view/idea in the expectation that it will be accepted and followed by the other
What is meant by Persuasive (push) in negotiation?
An issue-driven persuasion style in which the person seeking to influence another gets other parties to buy into the influence’s ideas by presenting them in an impartial, objective, logical, and rational way.
What is meant by Collaborative (pull) in negotiation?
A team-oriented persuasion style in which the person seeking to influence another involves the other party in the decision making process. All parties are encouraged to offer views and ideas about the issue.
What is meant by Visionary (pull) in negotiation?
A persuasion style in which the person seeking to influence another does so by understanding the other party’s emotions, and stimulating that party’s imagination to visualize the desired future goal of the influencer.
What is a coalition?
A group of diverse organizations and constituencies working together collaboratively to reach a common goal or goals.
When can tactical ploys be used?
Only in the distributive approach. But in general these tactics should be used with care, as they can backfire; and in situations where a long-term relationship is desired, they can be, if detected, become an irritant to TOP.
Tactics are particularly effective if and when you are dealing with untrained negotiators, in consumer’s buying situation and in once-off encounter.
What are examples of tactical ploys?
Good cop/bad cop Thank and bank Lack of authority Declaration of public stance Getting peanuts/Bogey Salami Outrageous initial demand Add-on Broken record One more thing/The Nibble
