Allan Stitt provides tips on how to persuade others in a negotiation. The mirror-image principle of openness to ideas allows others to hear us more effectively.
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How to Become More Persuasive in a Negotiation
Here’s the video link:https://www.youtube.com/watch?v=DgMUd3YGbUg
{Transcript}
A powerful negotiator is someone who is persuasive. The real question for us to become powerful negotiators is how to become more persuasive. So what I’m going to do now is give you a few tips on being more persuasive.
Tip number one: to be more persuasive, be open to be persuaded. Now, I know that sounds counterintuitive—you’d say, “Why do you need to be open to be persuaded in order to be persuasive?” But really, it’s very intuitive. Because when you think about it, when you’re negotiating, what you want the other person to do is hear what you have to say. Then you want them to react by saying, “Okay, I hear you. I understand you. I’m open to your ideas. I’m not going to reject your ideas out of hand. I’m going to think about what you’re going to say. I’m going to consider what you’re going to say, and if I’m persuaded, I’ll accept it. But I’m open to your ideas. I’m open to be persuaded.”
If that’s what we want other people to do—if that’s how we want them to react—how can we really expect that behavior in them if we’re not prepared to exhibit that behavior ourselves?
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