Steven Zolman

Jun. 16,2010

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?

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