Issue link: https://digital.copcomm.com/i/546222
July 20 - August 10, 2015 21 Working World l WorkingWorld.com CAREER TRAINING 4. THE PRINCIPLE OF CONSISTENCY People feel compelled to be consistent with their prior behaviors, opinions, actions, or statements. When someone makes a commitment actively, it's even more likely that they'll follow through with that commitment. When negotiating, you can activate the Consistency Principle by recognizing a prior commitment and linking it to your current request. If possible, take it a step further by getting the commitment in writing, because people tend to live up to what they write. The more public the commitment, the stronger the pull to a related request. 5. THE PRINCIPLE OF LIKING People are more easily influenced by those they like. But what makes someone like you? Science tells us there are three important factors that contribute to likeability: 1) we like people who like us (and tell us so); 2) we like people who are similar to us; and 3) we like people who cooperate with us toward mutual goals. Therefore, when negotiating, take the time necessary to locate genuine shared interests and points of agreement before delving into your idea, proposal, or recommendation. In other words, get to know people more meaningfully before talking business. 6. THE PRINCIPLE OF SOCIAL PROOF People often rely heavily on others for cues on how to think, feel, and act. Hence, the "proof" of what is correct isn't grounded in facts and statistics, but in the social environment. This tendency to look to and follow the lead of similar others is strongest in situations with uncertainty. To use Social Proof effectively in a negotiation situation, rather than trying to demonstrate it yourself, it's important first to present testimonials from others that are similar to your fellow negotiator. The more similar the testimonial providers are, the stronger your case will be perceived. NEGOTIATE FOR A WIN-WIN OUTCOME Negotiation is an essential component in business, and your ability to influence others is a vital skill. But remember that the key is to influence ethically. Only then will you achieve your objectives as you guide the other party to the optimal decision for their needs. That's how your negotiation skills can benefit everyone and lead to true and lasting results. ABOUT THE AUTHOR INFLUENCE AT WORK (IAW®) was founded by Robert Cialdini, Ph.D, Professor Emeritus of Psychology and Marketing and author of the New York Times bestseller, Influence. Dr. Cialdini is a highly sought after keynote presenter on the ethical business applications of the Science of Influence. Additionally, IAW offers customized, in-house Principles of Persuasion (POP) Workshops conducted by Cialdini Method Certified Trainers. For availability please call 480-967-6070 or visit www. INFLUENCEATWORK.com. Follow us at @robertcialdini. HEMODIALYSIS, INC. HEMODIALYSIS, INC. 710 W. Wilson Ave., Glendale Ca. 91203 TEL: (818) 500-8736 Download Application from www.Hemodialysis-inc.com Fax application and H6 DMV printout to (818) 500-9452 We cannot process emailed applications; please fax or mail only. NOW HIRING FOR THE FOLLOWING POSITIONS: A Medical Company RN CERTIFIED HEMODIALYSIS TECH UNIT SECRETARY Experience required with knowledge of Word and Excel WAREHOUSE WORKER Electrical and plumbing experience. Delivery experience a must.