Issue link: https://digital.copcomm.com/i/546222
July 20 - August 10, 2015 20 Working World l WorkingWorld.com FEATURED ARTICLE by Dr. Robert Cialdini N o matter what your job title, chances are you engage in workplace negotiations every day. Whether selling products or services to clients, vying for more company resources, driving your ideas through to completion, or simply managing the day-to- day workload, being able to successfully negotiate with others is essential for success. At its core, negotiation is really about persuasion— how you present your ideas to others in a way that moves them to agree with you, to reach a meaningful compromise, or to take action. Researchers have identified six fundamental principles of persuasion—or influence—that do not involve the merits of the proposal but rather the way in which you communicate them. When you understand and use these principles ethically, you, too, can become a more effective negotiator. 1. THE PRINCIPLE OF RECIPROCITY People tend to give back to others what has been given to them. While some people think of Reciprocity in terms of exchanging money, goods, or services, it really involves so much more. For example, when participating in a conversation or discussion, by providing others with attention, information, concessions, and respect, you will likely receive the same from them in return. In order to maximize the Principle of Reciprocity in a negotiation, you should be the first to "give," and be sure what you give is personalized and unexpected. 2. THE PRINCIPLE OF SCARCITY People want what they can't have. That's why advertisements that promise "Limited Time Only" or "Limited Quantities Available" are so effective. In a workplace negotiation situation, it's important to describe the unique, or otherwise unattainable advantages of any recommendation or offer you make. However, research shows that in situations marked with uncertainty, people are more apt to take action when they know what they stand to lose, rather than what they could possibly gain. Therefore, when negotiating, it's important to not only tell people the benefits they'll gain, but also what they could lose if they don't move in your recommended direction. 3. THE PRINCIPLE OF AUTHORITY Research shows that people typically follow the lead of those they perceive as credible and knowledgeable experts. This makes sense, especially since legitimate authorities have attained their positions by virtue of greater knowledge, skill, or expertise in their field. Unfortunately, many experts mistakenly assume that others will naturally recognize their expertise. However, this runs the risk of sabotaging their success. For maximum impact, arrange to have a third party communicate your expertise. Another option is, before you ever start negotiating, to provide the person you want to influence with articles about your accomplishments, credentials, background and expertise (i.e. LinkedIn profile, your bio on your website, etc.) The Six Principles of Successful Workplace Negotiation Researchers have identified six fundamental principles of persuasion—or influence—that do not involve the merits of the proposal but rather the way in which you communicate them. When you understand and use these principles ethically, you, too, can become a more effective negotiator.