NEGOTIATION PERSUASION When do you negotiate in your

NEGOTIATION & PERSUASION

When do you negotiate in your life?

Have you ever played arm wrestling? Let’s do it now in pairs, except now the objective is to score as many points as possible in one minute. A touch down equals one point.

How we perform in any situation depends on how we perceive the situation How we perceive the situation comes out in our language and communication Hence, the importance of noticing and choosing how we are BEING

What does negotiation mean?

Definition of negotiation • Verb form: to negotiate (something with someone) • Meaning: discussion aimed at reaching an agreement • Example: a ban is currently under negotiation • Synonyms: agreement, compromise, discussion, diplomacy, mediation, transaction • Antonyms: disagreement • Adjective form (for something that can be agreed on): negotiable

PERSUASION Brainstorm: What does persuasion mean? Verb form: Meaning: Example: Synonyms: Antonyms: What adjective form describes someone who has persuasion skills?

Definition of persuasion Verb form: to persuade (someone about something) Meaning: skill of causing someone to believe, say or do something Example: he tried to persuade her to come with him Synonyms: to convince, influence, talk someone into, coax, make, get, induce, win someone over, bring someone round, prod/push someone into, reason someone into On the mild side: to sway, inspire, motivate, prompt, remind, entice, tempt, encourage On the strong side: to force, press someone into, argue someone into, pressurize someone into, coerce, lure, trick… Informal: to sweet-talk, smooth-talk, soft-soap, twist someone's arm Antonyms: to dissuade, discourage, deter Adjectives: to be persuasive, to be persuaded of

What is persuasion useful for?

Persuasion is a communication skill used in: • Negotiations in business and with peers • Influencing others to do or think something, or not to do or think something (dissuasion) • Selling, marketing, promoting or advertising ideas, services, or products

How does persuasion work?

Which picture inspires you the most and why? Do what I say, not what I do! Trust me

o t g in d r o c c h… c A r ea s e r 6 Universal principles • • • Reciprocity Scarcity Authority Consistency Liking Consensus The six universal principles of social influence, each intending to reach people’s needs for…. contribution variety growth significance love and connection Reciprocation Scarcity Authority Commitment Liking (feeling (the less (looking to (consistency (liking obligated) it’s experts) of self) people available make us say the more yes) we want it) security Social proof (what others do guides our behaviour)

Try using each of the persuasion techniques in the table: The six universal principles of social influence CONTRIBUTION GROWTH Reciprocation Authority (feeling (looking to obligated) experts) SIGNIFICANCE VARIETY Commitment Scarcity (consistency (the less it’s of self) available the more we want it) LOVE & CONNECTION SECURITY Liking (liking people make us say yes) Social proof (what others do guides our behaviour)

The six universal principles of social influence, each intending to reach people’s needs for…. CONTRIBUTION GROWTH RECIPROCATION (feeling obligated) AUTHORITY COMMITMENT SCARCITY (looking to experts) (consistency of self) (the less it’s available the more we want it) - Giving - Using back (positive feedback up before asking for (3 part list* compensation, free + reported samples…) speech: ‘as - Agreeing this important - Nodding ‘yes’ person says’) - Intense eye - Contrast contact (the more/less - Powerful silence too much/not - Pattern interrupt enough (seeing where the other is coming from, at first/then) what motivates them) - Hypnotic language and visualisation Voice: (loud, slow & deep tone) SIGNIFICANCE - Assisted recall (‘so you said’, ‘remember’ + ‘and’ ‘so’…) VARIETY - Rarity originality of product (hard to get, wanted, -Identification different) of and response to - Language personal styles creating and needs surprise LOVE & CONNECTION SECURITY LIKING (liking people make us say yes) SOCIAL PROOF (what others do guides our behaviour) - Rapport (you already have it + use charm & humor) - Interest: (rhetorical questions, context setting) -Metaphors and imagery (to connect with people senses Use Verbs like: get a taste for, imagine, experience, suppose) - Using concensus (your loved ones will love it) generalisations (‘we all. . ’, ‘so do so & so’) - Belonging (target style of social group)

Persuasion practice 1 Competition: use such techniques in presentations of colours for sale

Persuasion practice 2 Sell yourself, or your job…

Persuasion practice 3 Sell someone else in the room the rest of the group has to guess who is being sold.

Persuasion practice 4 Make a lucky dip basket of persuasion challenges to play with.

Written persuasion practice Consult online mail order catalogues, and write your job description in the style of a retail catalogue of items ‘made to order’. Example: ‘The Expressionist’ – Elected best toy of the year. Educational toy for adults aiming to develop selfconfidence and to optimise effective communication. Switch on device, enter your interests and follow game instructions especially devised for you. Guaranteed hours of fun. All levels and abilities.

Free Magic Machine • Multiplies anything you want (for yourself and for others) • Yes, completely free! • Also comes with a free bin for what you don’t want • Already delivered (before you even order it) • Can be used anywhere • No batteries or electrical supply required • No need for plug adaptors when you travel • Always there when you need it Only precaution: Do not put in it what you don’t want, use bin provided! Interested to know more? Which aspects interests you the most?

Which principles do these affirmation correspond to? 1) Use by all high achievers. 2) Proven formula. Success guarantied. 3) Only one available in your size 4) We give it to you free of charge if you promise to use it responsibly 5) You will never find a better fit for yourself and your world, grab the opportunity! CONTRIBUTION GROWTH Reciprocation Authority (feeling (looking to obligated) experts) SIGNIFICANCE VARIETY Commitment Scarcity (consistency (the less it’s of self) available the more we want it) LOVE & CONNECTION SECURITY Liking (liking people make us say yes) Social proof (what others do guides our behaviour)

Guess what is being marketing here? Any idea what this Free Magic Machine could represent?

The SELF-POWER in every single one of us our being, our attitude! And by influence,

And guess where you can get the marvellous magic machine from?

In YOURSELF !!! (See the Sausage machine concept, introduced in Resilience and Mindfulness IPC)

Also see ‘Talk like TED’ Carmine Gallo’s 9 points in the ‘Presentation and Self-Confidence IPC’: 1 - Unleash the master within 2 - Master the art of story telling 3 - Have a conversation 4 - Teach me something new 5 - Deliver jaw-dropping moments 6 - Lighten up 7 - Stick to the 18 -Minute Rule 8 - Paint a mental picture with multisensory experiences • 9 - Stay in your lane • •