Optimization Persuasiveness Series (4 of 4)

Author: Steven Zolman

Strategy 4: Defend yourself against Influence

Optimize persuasiveness

  • Preparation.
    • Analyze your BATNA – knowing your Best Alternative to a Negotiated Agreement, enables you to understand your walk away options.
    • Evaluate the ZOPA – knowing the Zone Of Possible Agreement will help you avoid wasting time evaluating offers that are outside of your consideration.
    • Investigate all issues at stake and know how to position them above the line or below the line.
    • Know when to pull in above the line items on a quid pro quo basis to use as sticks to claim value and/or control the bargaining table.
    • Know when to pull in below the line items on a quid pro quo basis to use as carrots to create value and/or control the bargaining table.
    • Well-prepared negotiators are less likely to accept sub-optimized offers because of how they are framed.
  • Separate information from influence.
    • Ask yourself these questions when statements are made by your counterpart
      • What is my counterpart’s gain?
      • If this was a push/pull offer, would I take it?
      • Would I agree to this proposal if made by someone else?
      • Would I have agreed to this proposal yesterday?
  • Rephrase their offer in your words.
    • Remove the “because”
      • I would like you to buy my stuff because it will help you meet your targets
      • Becomes, I would like you to buy my stuff
    • If the persuasion isn’t there, is it a good thing to do?

NET(net)’s Website/Blogs/Articles and other content is subject to NET(net)’s legal terms offered for general information purposes only, and while NET(net) may offer views and opinions regarding the subject matter, such views and opinions are not intended to malign or disparage any other company or other individual or group.

Post a Comment

Your email is kept private. Required fields are marked *