A negotiator pitches his idea to the other side in the most advantageous light, much like a salesman would when trying to convince a consumer to buy what he is selling.
It is about the skill of persuasion, not manipulation, but rather being able to articulate to the other party the benefits of our agreement (for the negotiator) or the product (for the vendor).
In a negotiation, each side aims to get their interests met. Win-win agreements can be reached that are advantageous to all sides, and they are also the most well-liked idea when a contract is being signed.
Ethics in negotiations rule the day: concepts like justice, fairness, trust, and balance serve as the negotiation phase's guiding principles.
Throughout this entire process, persuasion plays a major role. This is the most effective strategy since it enables you to persuade using reasoning and principles rather than coercion. However, precisely what is the art of persuasion?
It is in our nature to return favours when they are extended. Therefore, if we have previously demonstrated empathy for the other party in a discussion, we will gain their trust. We will be in a better position to ascertain the other party's interests right away if we clearly state our own. Restoring equilibrium and treating people how they treat us come naturally.
Additionally, people have an innate preference for things that are touted as exclusive or unique. For instance, British Airways declared that it will be lowering the frequency of the London-New York route. Sales of tickets soared the following day. Stated differently, it is the principle of supply and demand.
It is a fact that people tend to trust someone with greater experience and seniority, whether consciously or intuitively. Therefore, clients of a physician or attorney will be far more accommodating if they are able to view the degrees and certifications that attest to their expertise.
We can bring prior agreements to the table during negotiations, and it will be much simpler if we are in a long-term partnership. Here, we are discussing the influence of credibility.
If we have already been successful in establishing trust, it will be much simpler to come to a satisfactory arrangement. The best ways to accomplish this are to build a rapport, inquire about potential issues, elicit empathy, exchange information, demonstrate concern for the other person, offer compliments and praise, etc.
People unconsciously attempt to maintain consistency in their actions. If they don't, people might think less of them and think they're stupid. There is a certain "pressure" to keep in mind that prior promises are frequently less significant than those that would be needed later on during negotiations.
These are the fundamentals of effective persuasion in negotiations. It's not about magic, but more about being able to make the other person comprehend our perspective in order to fulfil a shared desire.