No matter what your job title, chances are you engage in workplace negotiations every day. Whether selling products or services to clients, vying for more company resources, driving your ideas through to completion, or simply managing the day-to-day workload, being able to successfully negotiate with others is essential for success.
At its core, negotiation is really about persuasion—how you present your ideas to others in a way that moves them to agree with you, to reach a meaningful compromise, or to take action. Researchers have identified six fundamental principles of persuasion—or influence—that do not involve the merits of the proposal but rather the way in which you communicate them. When you understand and use these principles ethically, you, too, can become a more effective negotiator.
1. The Principle of Reciprocity
People tend to give back to others what has been given to them. While some people think of reciprocity in terms of exchanging money, goods, or services, it really involves so much more. For example, when participating in a conversation or discussion, by providing others with attention, information, concessions, and respect, you will likely receive the same from them in return. In order to maximize the Principle of Reciprocity in a negotiation, you should be the first to “give,” and be sure what you give is personalized and unexpected.
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