persuasion, negotiation, and influence in management process

1. NEGOTIATION, PERSUASION,
AND INFLUENCE IN
MANAGEMENT PROCESS.
Group 5
AADITH B NAIR
ABIN BABU P
ADULA HARIF V
IRSHAD P
JINI K
VRINDA M
PROJECT & RELATIONSHIP
MANAGEMNT
DEPARTMENT OF COMMERCE
AND MANAGEMENT STUDIES
UNIVERSITY OF CALICUT

2. NEGOTIATION

3. Definitions and Guidelines
•Negotiation facilitates agreement when some of your interests
are shared and some are opposed.
•Negotiation is the process of evolving communication to get
from opposition to consensus, manage conflict and reach
agreement.
•Negotiation principles apply as much to your internal team as
they do to an outside party.
•Negotiation and influencing skills are critical to getting the
best deal, facilitating problem solving,gaining support and
building co-operative relationships.

4. Features
•central to gaining agreement and exercising
influence.
•integrated process.
•Success in negotiation depends on confidence.
•Specific Goal.
•Bottom line.
•Comparison.
•Research.

5. Importance of negotiations in
management process.
•Professional development and career
advancement.
•Conflict resolution.
•Problem solving.

6. •Communication.
•Persuasion.
• Enhance influence.

7. PERSUASION

8. Persuasion can be a powerful force that affects the
decisions and actions that people take. It is a process
in which one person or entity tries to influence another
person or group of people to change their beliefs or
behaviors.
Persuasion is convincing others to agree with your
point of view or follow a course of action. Employers
value persuasive skills in employees because these
skills can impact many aspects of job performance.

9. The Principal Components of Persuasion
the art or act of persuasion involves four parts:
The source – the persuader who wants to win something
sought.
The goal – the goal is winning over the user. All persuasion
is goal-oriented.
The medium – these are messages, which the persuader
directs at the audience.
The audience – the users who can help the persuader
achieve his/her goal/s.

10. 1.Establish Credibility
2.Provide Compelling
Evidence
3.Understand Your
Audience
STEPS FOR GOOD PERSUASION

11. ¤Effective persuasion enables a manager to address
challenges facing the organization and find acceptable
solutions in the organization. This is achieved when managers
convince employees through negotiation on the best way to
approach the challenges that face the firm. Persuasion fosters
good employee relation in an organization
¤ It plays an important role in conflict resolution within a firm.
Persuasion skills enable managers to convince employees adopt
a peaceful means when conflict such as industrial unrest arises in
the company.
IMPORTANCE OF PERSUASION

12. ¤ Persuasion enables to negotiate better contract:-
it enable a manager of a firm to negotiate better contracts for the
organizations. This will ensure that the firm gets best possible deals
from suppliers and other external stakeholders to a firm.
¤ opposition in policy formulation :-
The skill of persuasion enables a manager to sell his/her ideas across the
organization with minimum opposition since persuasion influences
people’s decisions. This is crucial in policy formulation and
development.
¤ persuasion creates leadership quality :-
Managers will be able to convince their fellow managers in the
management team to buy their ideas especially during strategic
planning of an organization.

13. INFLUENCE

14. Influence in management is the ability of
someone in an executive position to shape the
attitudes and viewpoints of others . Leader may
do this in order to create a positive work
environment and to motivate employees .
Managers achieve this through displaying a
positive attitude , using an open communication
style and exhibiting good behavior .

15. IMPORTANCE
 INFLUENCE PROMOTES EMPLOYEE DEVELOPMENT
When your team members see you as someone they respect and
would like to impress , they may be more likely to develop naturally
in their careers through determination and hard work .
INFLUENCE ACCELERATES RESULTS
When you wish to see a higher output or better results from your
employees , it's helpful to motivate them with positive influence so
that they want to exceed expectations .
 INFLUENCE CREATES A PRODUCTIVE WORK ENVIRONMENT
Leading by example and putting in your full effort may motivate
your team , as your work ethic and enthusiasm may become a
model that others want to follow .

16. • Engage and build a connection with
others
• Practice accountability
• Show your enthusiasm
• Be confident
• Be open to influence from others
Strategies

17. • Provide constructive
feedback
• Mentor your employees
• Be observant
• Ask the right questions
• Provide leadership they trust

18. THANK YOU…!