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    Mohamad Mostafa Chrayteh
    This document discusses the importance of persuasion in negotiation. It notes that Aristotle viewed persuasion as the ability to convince others through logic, emotion, and self-control. Effective persuasion involves careful preparation, presenting strong arguments supported by evidence, and setting an appropriate emotional tone. The document then provides tips for establishing credibility with a negotiating partner and using persuasion techniques like reciprocity, scarcity, and consensus to influence the other party.

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    8

    Uploaded by

    Mohamad Mostafa Chrayteh
    193 views5 pages
    This document discusses the importance of persuasion in negotiation. It notes that Aristotle viewed persuasion as the ability to convince others through logic, emotion, and self-control. Effective persuasion involves careful preparation, presenting strong arguments supported by evidence, and setting an appropriate emotional tone. The document then provides tips for establishing credibility with a negotiating partner and using persuasion techniques like reciprocity, scarcity, and consensus to influence the other party.

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    This document discusses the importance of persuasion in negotiation. It notes that Aristotle viewed persuasion as the ability to convince others through logic, emotion, and self-control. Effective persuasion involves careful preparation, presenting strong arguments supported by evidence, and setting an appropriate emotional tone. The document then provides tips for establishing credibility with a negotiating partner and using persuasion techniques like reciprocity, scarcity, and consensus to influence the other party.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    193 views5 pages

    8

    Uploaded by

    Mohamad Mostafa Chrayteh
    This document discusses the importance of persuasion in negotiation. It notes that Aristotle viewed persuasion as the ability to convince others through logic, emotion, and self-control. Effective persuasion involves careful preparation, presenting strong arguments supported by evidence, and setting an appropriate emotional tone. The document then provides tips for establishing credibility with a negotiating partner and using persuasion techniques like reciprocity, scarcity, and consensus to influence the other party.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 5

    The Role and Importance of Persuasion in Negotiation 8

    Negotiation and Dispute Resolution


    Beverly J. DeMarr and Suzanne C. de Janasz

    Class Name
    Date, Semester

    Instructor Name

    Persuasion
    Aristotle on persuasion the ability to convince others to adopt your ideas - win over minds with logic, win over hearts with emotions, and manage yourself As a form of influence persuasion involves: Careful preparation Proper presentation of arguments Supporting evidence An appropriate and compelling emotional climate Persuasion - what you do WITH another and not TO another

    A Process for Effective Persuasion

    Establish Credibility
    Effective negotiators are perceived as highly credible To be credible display the following: Positive appearance dress and act the part Expertise considerable subject matter knowledge Trustworthiness consistency, reliability and conscientiousness Composure calm and prepared

    Using Triggers in Negotiation


    Reciprocity
    - Give information, support, concessions, even gifts and give FIRST - Practice giving regularly and genuinely - Consider rejection-then-retreat approach

    Scarcity
    - Use scarcity with caution, information must be accurate - If later revealed there was no shortage, trust is lost

    Consensus
    - Show the other party that others are doing what you are asking s/he to do - Show that others have benefitted by saying yes to your request - Share testimonials of others in similar situations and experts

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