Persuasive communication for effective negotiation
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Persuasive communication for effective negotiation
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Persuasive communication for effective negotiation
- 1. Persuasive Communication For Effective Negotiation Submitted by: Aakriti Bhargava – 01 Monika Grewal – 34 Niyati Nigam – 37 Vinay Thakur – 56 Yamini Kapoor – 59
- 2. What is persuasive communication Persuasive communication is any message that is intended to shape, reinforce, or change the responses of another or others. Persuasive communication can be targeted at ◉Cognition : to change individuals’ beliefs about an object or an issue- attributes, interpretation, definition, outcome, etc. ◉Attitude : to change individuals’ attitude toward an object or an issue- from negative to positive ◉Behavior : to change individuals’ behavior, which is the overt actions regarding an object or an issue. (PERSUASION IS NOT MANIPULATION) 2
- 4. Persuasion using effective communication strategies ◉ Know your audience ◉ Establish credibility ◉ Tailor the message to the medium ◉ Convey Benefits ◉ Use Body Language 4
- 5. ◉ Move past any negative stereotypes about “sales” ◉ Focus on how you can be helpful ◉ Provide context ◉ Expect resistance – plan how you’ll move past it ◉ Ask intelligent, open-minded questions 5 Keys to Persuasive Communication
- 6. ◉ Highlight their potential losses rather than potential gains ◉ Disaggregate their gains and aggregate their losses ◉ Employ the “Door in the face”, “Foot in the door” technique ◉ Leverage the power of social proof 6 Strategies of Persuasive Communication
- 7. ◉ Dealing with difficult clients ◉ Sales pitches ◉ During talks with labour unions ◉ https://www.procurious.com/procurement-news/five- best-negotiation-scenes-film 7 Applications of Persuasive Communication in Business
- 8. Thank You! 8
- 9. References ◉ Communication for Governance & Accountability Program – by World Bank ◉ https://smallbusiness.chron.com/effective-persuasive- communication-56248.html ◉ Persuasive Communication in Fledgling Entrepreneurship: A Case of Entrepreneurs in Odisha by Manpreet Sharma, Roshni Lal, Business Dynamics ◉ Negotiation Genius ◉ Poem “ Krishna ki Chetavani” – Shri Ramdhari Singh Dinkar 9
Editor's Notes
- Such responses are modified by symbolic transactions (messages) which are some- times, but not always, linked with coercive force (indirectly coercive) and which appeal to the reason and emotions of the target. Generally, persuasion refers to such communicative activities that are mediated. Those that are face-to-face are called compliance-gaining. Persuasive communication can be targeted at • Cognition. Persuasion can be used to change individuals’ beliefs about an object or an issue, which includes attributes, interpretation, definition, outcome, etc. • Attitude. Persuasion can be used to change individuals’ attitude toward an object or an issue, which refers to the categorization of an object or an issue along an evaluative dimension (from negative to positive). • Behavior. Persuasion can be used to change individuals’ behavior, which is the overt actions regarding an object or an issue.
- Know Your Audience How you craft your message will depend on whether you're sending a memo to your staff or giving a presentation to the entire company. Effective persuasive communication addresses the audience's needs, values and desires. Audiences respond better to persuasive communication when they feel the person speaking is similar to them in some way, whether it's in age, occupation or socio-economic status. If you address what's important to your audience, they'll see you as someone who is similar to them. Therefore, they should be more receptive to your message, too. Establish Credibility To persuade an audience, you must demonstrate your credibility and authority. People are more receptive to someone they view as an authority figure, whether that person has direct authority over them, such as a boss, or if the person is an authority in his industry or profession. You should attempt to persuade others of something you can prove or have first-hand knowledge of or experience in. Back up your claims with statistics or examples. Before you can persuade an audience, you must first grab their attention and demonstrate why it's worth their time to listen to your idea or suggestion. Start with an anecdote that illustrates the point you're trying to make or with a surprising fact that tells them why what you have to say is important. For example, if you're trying to persuade company management to adopt a no-smoking policy, begin with a statistic regarding how many sick days smokers take compared to non-smokers. Tailor the Message to the Medium What persuades in writing doesn't necessarily persuade when delivered verbally. For example, you can include numbers and statistics in a written document because readers can take their time interpreting the data. But if you bombard listeners with these same figures during a speech, you may confuse them and lose their attention. Face-to-face interaction often is more effective at persuading others because you can create a personal connection with your audience and use eye contact, gestures and other nonverbal signals to maintain their attention. Convey Benefits It's easier to persuade an audience when you can show them how your proposal benefits them. If you're asking your staff to work overtime during a busy season, describe how the extra money generated will fund additional employee perks or physical improvements to the workplace. If you're trying to convince your supervisor to let you work from home part time, mention studies illustrating that employees are more productive when allowed to telecommute. If you're pitching an idea to a client, explain how using your idea will improve the company's image and attract more customers. Use Body Language With verbal communication, your demeanor influences your ability to persuade as much as your words. If you cross your arms, your audience may perceive you as hostile or angry. If you fidget, they may see you as weak or uncertain. If you rarely make eye contact, they may think you're hiding something. To sell your message to your audience, connect with them by maintaining eye contact. Project authority and confidence by standing up straight. Demonstrate your sincerity and openness by relaxing your arms and keeping them at your sides – unless you're using them to gesture – instead of crossing them behind or in front of you.
- 5 Keys to More Persuasive Communication Move past any negative stereotypes about “sales.” When most people think about “sales,” they think about a bad buying experience that usually includes an overly eager or aggressive sales rep. We tend to associate sales with manipulating people into making decisions they’re not comfortable with, when, in fact, professional selling is all about understanding another person’s needs and helping them solve problems or accelerate opportunities. When you start thinking about sales as a collaborative, problem-solving effort you expand your perspective and new opportunities to advance a relationship (whether it’s with a potential customer, your boss, or even your spouse). Focus on how you can be helpful. I call this the “service mentality.” When your goal is to convince or persuade someone, don’t focus on how you can get them to do something. Instead, focus on how you can be helpful. Think about what the other person’s goals and objectives are and how you can help get them there. Provide context. Having the desire to help is the first step, but you’ll also need to give some context to demonstrate that your ideas can work. If you’re presenting a new idea to your boss, for example, come prepared with a detailed business case, competitive intelligence, research, other people’s opinions, and any other insight you can leverage. Expect resistance — and plan how you’ll move past it. In any exchange of information, you should prepare to be met with resistance. I’m talking about that N-O word. The natural reaction is to shut down. But so often resistance can be an opportunity to move the exchange to the next level of engagement. Understanding concerns, objections and barriers is critical to making forward progress. Great sellers view resistance as an opportunity to learn, understand and advance the dialogue. Which leads us to… Ask intelligent, open-ended questions. Asking good questions is one of the most important ways to communicate more successfully. When you are met with resistance, probe. Go deep enough so that you walk away from the conversation with new information and insight (instead of walking away empty-handed and frustrated). Learn more — their position, challenges, needs and areas of confusion — so that you can help them move beyond their resistance and into their comfort zone. Show up prepared with intelligent questions. Being prepared for tough conversations beats winging it every time.