This post is the shortest of all the negotiation lessons, but it is in many ways the one that will change your understanding of human interactions the most.
One of the most interesting aspects of negotiations is learning persuasion techniques. Humans are creatures that can easily be persuaded to do something or to feel a certain way. This ugly truth bothers many people for they like to think of themselves as smarter and more aware of their environment than their counterpart(s).
Now there are six main factors that help inspire people to being persuaded. Before we begin I would like to let you know that being persuaded is not a bad thing. One should not be in a negotiation with me versus them. Being persuaded is only negative if you are being persuaded into an action that is negative to your own. If you find yourself being persuaded and do not take a major loss than it can still be a positive persuasion.
How to Persuade
Reciprocity
This is perhaps the greatest negotiation skill set. People have a hard time not reciprocating an action. When someone offers you something and you say “yes” you will most likely feel an inclination or obligation to repay them in some way. This is can actually be considered a rule: the mere act of offering someone can make them feel obligated to help you out in a way.
Ex: A guy is selling door to door. You open your door and he automatically goes into his spiel about whatever he is selling. At the same time he hands you a pamphlet and you accept it. While you may not care about the product, the moment he asks to show you how the product works you begrudgingly agree to let him in and showcase his wares. At first you may have slammed the door, but the mere act of him giving you something for free made you feel that you should at least allow him to run his presentation. It’s the “nice” thing to do.
Commitment and Consistency
People are constrained by their choices and wish to stay consistent with their commitments.
Ex: “We’re out of stock” People that are consistent in their dealings are trusted to be telling the truth the moment s they can’t provide a service or good during a negotiation.
Social Proof
People create an idea of who a person is by how others interact with them.
Ex: He must be a good person because he treats everyone so well.
Authority
This is a mental shortcut, we tend to respect the opinion of a person based on their profile or background while letting our needs, preferences, and merits go on the backburner.
Ex: I’m not sure if I should do this procedure, but he’s a doctor so I should trust his opinion on this matter.
Liking
If you like a person, you’re more willing to listen to their spiel.
Ex: I like that girl, it’s no big deal for me to come over and change her light bulb.
Scarcity
Many times you’ll be convinced to go along with something because something you desire may no longer be there tomorrow. This is related to your alternatives. Scarcity in a negotiation can be actual (helium) or artificial (diamonds).
Ex: I only have three left, take it or leave it!
What you learned today on Day 5 you can utilize in your everyday life. This is because life is a negotiation.