How Do You Know Which Influence Principle To Use?
The challenge is knowing which principle to use and when to use it, for maximum effectiveness and efficiency.
Sports referees - maestros of assertiveness
These professional referees are absolute models of calm assertiveness.
How to persuade different people
Depending on who we’re dealing with, to be able to effectively persuade them, we need to adjust our approach.
Sales v Procurement - Let’s make this work
“The more sales knows and the better they feel about the relationship, the more they’re going to fight to give you the best price”.
How should you write for impact…and a response?
Do you often send a detailed e-mail, clearly articulating (at least in your head) what you want the other person to do, only for it to be met with an incomplete or late response, or worse, total silence?
Successful negotiation - what is “tactical empathy”?
Tactical empathy goes deeper by, in addition, aiming to understand what lies behind the feelings expressed by the counterpart so that the negotiator can increase their influence throughout the process.
No rapport please…I'm in Procurement!
Establishing rapport with a counterpart is the cornerstone of achieving a successful negotiation outcome, maintaining a constructive long-term business relationship and being able to persuade someone to your way of thinking.