Shutterstock.com | Maksym Poriechkin
No matter your job title, chances are you engage in workplace negotiations. Negotiation is really about persuasion, and researchers have identified six fundamental principles of persuasion:
1. Reciprocity: To maximize reciprocity, be the first to "give."
2. Scarcity: People are more apt to act when they know what they stand to lose rather than what they could gain.
3. Authority: People follow the lead of those perceived as credible experts. For maximum impact, have a third party communicate your expertise (like NWFACP certification).
4. Consistency: When negotiating, recognize a prior behavior or commitment and link it to your current request.
5. Liking: We like people who: 1) like us; 2) are similar to us; and 3) cooperate with us toward mutual goals.
6. Social Proof: Present testimonials from others who are similar to your fellow negotiator.
The key is to influence ethically. Only then will you guide the other party to the optimal decision for their needs.
