What is the difference between influence and negotiation

I gave her the exact process to use. To give you the context this was the scenario. The fixed element was a preferred supplier process. She was able to negotiate through using some specific influencing techniques that made her client appreciate the value Helen would be able to add.

By getting things the right way round she got a positive result. That was a double positive. If you found this useful please share it around. The social media icons on the left make it easy to do. Discover how to focus on the right strategies in your recruitment business to double your sales, increase team billings and reclaim your work-life balance!

Ready to Scale Your Recruitment Business to 7 to 8 figures? First Name. When you use persuasion, you are the lighter side and you draw weight from the heavier side. When you use negotiation, both sides are equal and must exchange equal weight. Note that although this can refer to differences in status, it doesn't have to. A power dynamic is responsive to circumstances.

This is the point behind unions, after all. Get enough workers together and they have the power to negotiate, because they are, collectively, equal in power to their notional superiors. Mairi 0 Posts 25 Feb, In reply to Robey : Thank you, this is the direction I needed. David Perry 0 Posts 25 Feb, In reply to Robey : They should have asked that in the first place Robey. David 0 Posts 25 Feb, Lauren 0 Posts 21 Mar, I like to work through Cialdini by relating it to outside of work.

We don't want to miss out or seen as not following others. Making people think everyone else is doing it, or talking about it. Reason I sat through Stranger things because I didn't want to not be part of the conversation. Authority - I link this to my 'mum' you will have one person in your family regardless of how old I get, if my mother asks me to do something i'm doing it.

She has the authority. Authority works by either retaining it and being the 'stern one' or borrowed in which, I got my little sister to do a lot of mundane tasks I didn't want to complete; because 'mum' said so. Reciprocation - if I do this for you, will you do this for me. Or highlighting 'remember when' so can you do this etc. Consistency - people struggle the most with this.

I explain it as stopping that 'flakey friend' from backing out of doing something. Getting them to confirm exactly what they will do and using it. So you definitely want to go for Mexican food. Once they've confirmed you can say remember when you said. Consistency sits internal and external if you think you are a 'fun' person - people can use that e. Extreme push of building rapport, helping others out. Scarcity - fear of loss. The highest number voted for asking the other side to present their point of view; followed by asking questions.

The positive here is the relatively low number who would just present their own point of view. Logic is not persuasive! He is merely looking to understand their opinion so that he can use it against them to get the outcome he is looking for. Questions are powerful because they get the other side talking. But the real art of questioning lies in listening to what is said.

This does not mean hanging onto every word. An effective salesperson is somebody who can turn that information into intelligence in the form of Benefit statements.

Only by uncovering the true source of the distress can you then identify the Explicit Needs what the other side wants to do about it and hence make Benefit statements.

This is why we advocate that negotiators should learn effective sales skills as well as negotiating skills to help them achieve win-win outcomes. Dr Janet Curran is a research specialist, verbal behaviour expert and coach.

Working with companies around the world she helps them to optimise their performance in key business interactions. Recent projects include evaluating the relationship between sales and marketing, identifying the challenges faced by procurement professionals in building internal relationships, and the critical role of coaching in behaviour change.

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