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?
- Ask yourself these questions when statements are made by your counterpart
- 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?
- Remove the “because”
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