Negotiation is all about persuasion. And much of life is about negotiation. During a principled negotiation, one must persuade their counterpart to consider choices that will enlarge the pie and make for a win-win negotiation.
Aristotle teaches persuasion
Source: http://courses.durhamtech.edu/perkins/aris.html
“The goal of argumentative writing is to persuade your audience that your ideas are valid, or more valid than someone else’s. The Greek philosopher Aristotle divided the means of persuasion, appeals, into three categories–Ethos, Pathos, Logos.
Ethos (Credibility), or ethical appeal, means convincing by the character of the author. We tend to believe people whom we respect. One of the central problems of argumentation is to project an impression to the reader that you are someone worth listening to, in other words making yourself as author into an authority on the subject of the paper, as well as someone who is likable and worthy of respect.
Pathos (Emotional) means persuading by appealing to the reader’s emotions. We can look at texts ranging from classic essays to contemporary advertisements to see how pathos, emotional appeals, are used to persuade. Language choice affects the audience’s emotional response, and emotional appeal can effectively be used to enhance an argument.
Logos (Logical) means persuading by the use of reasoning. This will be the most important technique we will study, and Aristotle’s favorite. We’ll look at deductive and inductive reasoning, and discuss what makes an effective, persuasive reason to back up your claims. Giving reasons is the heart of argumentation, and cannot be emphasized enough. We’ll study the types of support you can use to substantiate your thesis, and look at some of the common logical fallacies, in order to avoid them in your writing.”
As Nobel Prize-winning psychologist Daniel Kahneman proved, our decision-making is largely guided by emotions and intuition.
We are often tempted to seek the quickest route, focus on our own interests, win the substance but neglect the relationship. Committing yourself at the outset to do everything possible to get a peaceful negotiation that satisfies both parties and strengthens the relationship is essential. When you have decided this, you need to know your audience—the people you will be negotiating with, and who the stakeholders are. Remember that they are people. Dale Carnegie stroke at heart a truth that is pertinent here when he wrote, “If you want to gather honey, don’t kick over the beehive.” There are things that we need to avoid if we want to negotiate well. Remember, negotiation is a lot about interpersonal relationships and interpersonal skills. If you can win the love and respect of those you are negotiating with, you would find it much easier to negotiate with them.
Common Types of persuasions
- Ethos, pathos, and logos.
- Bandwagon. This persuades you to buy something because lots of other people are buying it. This uses the psychological concept of social proof.
- Plain folks.
- Name-calling.
- Testimonials.
- Product comparison.
Check out this article that has a section on persuasion that explains the above types in detail: https://www.dti.udel.edu/content-sub-site/Documents/curriculum/units/2011/02/11.02.08.pdf
