Influencing and Persuading - Negotiation Tools

The video provides strategies for being persuasive and influential in negotiations. It covers fundamentals like self-interest, the power of words, and storytelling. Basic techniques include making offers, granting concessions, and using continuity. It also discusses how to change someone's mindset through persistence and face-saving tactics.

What is considered the absolute fundamental of influence and persuasion?

• The ability to intimidate

• The power of self-interest

• The art of storytelling

• The use of complex language

Why is the word 'because' important in negotiations?

• It provides a reason for actions

• It confuses the other party

• It is a polite way to disagree

• It shortens the negotiation process

How can stories and metaphors be used effectively in negotiations?

• By making the negotiation more abstract

• By simplifying complex ideas

• By avoiding direct communication

• By confusing the other party

What is a key strategy when giving credit for ideas in negotiations?

• Be generous with credit to build agreement

• Always take credit for your own ideas

• Avoid giving credit to maintain control

• Only give credit when asked

What is the purpose of making offers and granting concessions in negotiations?

• To confuse the other party

• To establish dominance

• To delay the negotiation

• To encourage reciprocity

Why should you avoid giving too many choices in a negotiation?

• It makes the negotiation too simple

• It speeds up the decision-making process

• It shows a lack of confidence

• It can lead to decision paralysis

What is the technique of 'dividing up the pie' used for in negotiations?

• To increase the complexity of the negotiation

• To confuse the other party

• To focus on areas of agreement

• To create more disagreements

Why is it important to record statements and agreements during negotiations?

• To make the negotiation more formal

• To use them as leverage later

• To ensure everyone remembers the details

• To confuse the other party

What is a suggested method for helping someone change their mindset?

• Confront them directly

• Offer a new piece of information

• Ignore their current mindset

• Force them to agree

How can moving the negotiation physically help change someone's mindset?

• It makes them more aggressive

• It distracts them from the topic

• It helps free up their thinking

• It shortens the negotiation