persuasion styles assessment. distinct persuasion roles driver high-volume announce their own...
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Distinct Persuasion Roles Driver
High-volume Announce their own perspective Perceived as demanding Terrorize an office or be effective
Andy Grove On-time meetings Constructive
confrontation Treat people like
doormats but only if they behaved like doormats
Distinct Persuasion Roles Commander
Lower volume Self-oriented perspective Position of quiet confidence and credibility Gives few signals Keeps his/her counsel Premium on decision control
Distinct Persuasion Roles Promoter
Higher volume Other-oriented perspective Played ineffectively- “slick willie” Played effectively-wide circle of relationships
Distinct Persuasion Roles Chess player
Lower volume Other-oriented perspective Operates on interests, relationships, politics Manage strategic encounters behind the scenes What makes people tick Not too accommodating or passive
Distinct Persuasion Roles Advocate
Moderate volume Balance self/other orientation Comes from experience and judgment Strives for balance Persistence without shouting Mindful of the audience without
shouting
““Be a first rate version of yourself, not a Be a first rate version of yourself, not a second rate version of someone else”second rate version of someone else”
Stashi Kiwis
Two-party negotiation: Dr. Jamison and Dr. Bloom each wish to purchase a supply of Stashi Kiwis.
They must negotiate with one another, in order to prepare an offer to Mr. Carmichael for the Stashi Kiwis.
Prepare individual roles.
Kiwi Wisdom
Learn to determine whether a situation is collaborative or competitive in nature … and then act accordingly, in terms of deciding how much to say, how much to conceal, and when.
Stages of Negotiation – Preparing Six Key Elements
Bargaining Styles Goals and Bottom Line Distributive vs. Mutual Gain Style Self Assessment Style Interaction Relationships
Bargaining Styles Bargaining style preference relates to conflict
resolution Five styles, most people employ a mix
Avoider-hates/avoids conflict Compromiser-relationship is primary Accommodator-solves others problems Competitor-I win, you lose Problem solver-“pie stretchers” seek win/win
Avoider Compromiser Accommodator Competitor Problem Solver
Avoider + +
Compromiser + + +
Accommodator + + +
Competitor + +
Problem
Solver+ + + +
Style Interaction
The Table Test Big round table with nine strangers The Offer:
$1000 to each of the first two people who can convince the person sitting opposite to get up, come around the table, and stand behind his or her chair
Think of the first thoughts that enter your mind
The Table Test-Options Avoider-won’t play Compromiser-50/50 to person opposite Accommodator-jump up and stand behind Competitive-force other person to run Collaborative-let’s both get moving
Relationships Above all honor these Similarity and liking Mutual needs Levels
Rapport Reciprocity Trust
Facilitators E-mail Phone One on one
San Francisco slugger Barry Bonds MLB single-season home run ball Alex Popov caught ball in glove Patrick Hayashi caught it as it fell out of glove Lawsuit Whale hunting claim-first hunter to harpoon
whale got to keep it Are baseballs like whales?
Baseball and Whales
Stages of Negotiation - Probing Reciprocal exchange of information about the
problem under discussion The more you know and understand, the better you
will be able to structure a concession strategy Define the behaviors
Assertive Aggressive Accommodating
Questions ThreateningJudgementalInformationClarifying
SummarizingFeelings
Stages of Negotiation - Proposing Concrete proposal to offer a solution The opening
Anchor effect if you propose first Understand range of solutions
Managing the “give and take” Concession bargaining Package deal Idea selling/no haggling
The Power of “Because” “Excuse me, I have five pages. May I use the Xerox
machine?” Success rate____ “Excuse me, I have five pages. May I use the Xerox machine
because I am in a rush?” Success rate____ “Excuse me, I have five pages. May I use the Xerox machine
because I have to make copies?” Success rate____ “Excuse me, I have twenty pages. May I use the Xerox
machine?” Success rate____ “Excuse me, I have twenty pages. May I use the Xerox
machine because I am in a rush?” Success rate____
The Power of “Because” “Excuse me, I have five pages. May I use the Xerox
machine?” Success rate “Excuse me, I have five pages. May I use the Xerox machine
because I am in a rush?” Success rate “Excuse me, I have five pages. May I use the Xerox machine
because I have to make copies?” Success rate “Excuse me, I have twenty pages. May I use the Xerox
machine?” Success rate “Excuse me, I have twenty pages. May I use the Xerox
machine because I am in a rush?” Success rate
60%
94%
93%
24%
42%
Stages of Negotiation - Closing Secure an agreement Confirm agreement Goals in sync Stake in the Ground
Written agreement Witnesses Public announcement Performance benchmarks Periodic review
Gaining Individual Commitment Sign on the lawn-Foot in the door Massive, poorly designed sign public-service
billboard to be erected on their lawn Two weeks earlier a volunteer secured
agreement with 3 sq inch sign 76% who received pre-visit let sign stay 17% who did not receive pre-visit let sign
stay
Negotiation Strategy
The rules of silence are in effect.
The first bid has to be an even dollar.
Subsequent bids have to be in one-dollar increments.
Bidders cannot bid twice in a row.
The highest bidder is awarded the twenty.
The second-highest bidder has to pay the bank his or her final bid.
Self-Awareness The more that we know about how we ourselves respond to
conflict, the more effective we will become in conflict situations.
Extraordinary negotiators are self-aware. They know what upsets or disturbs them, and what makes them anxious. They recognize the signals. And they know how to react in ways that enable them to remain effective.
The most effective bargaining style is one that matches the bargaining situation.
Greedfearsuicidal vengefulness
Colin Powell’s Rules
“Avoid having your ego so close to your position that when your position falls, your ego goes with it.”
Ready, Fire, Aim Negotiaphobia The Queen Channels of Influence Persuasion principles Persuasion Styles and Roles Kiwi Wisdom SBAR Stages of Negotiation
Ready, Fire, Aim Stages of Negotiation
Preparing, Probing, Proposing, Closing Commitment Self-awareness
Hans Monderman-Dutch Traffic Engineer
Designs intersections with no: Stop lights Signs Painted center lines Speed bumps Defined pedestrian crossings
People look out for themselves when given full responsibility
Shared Social Space The “Organization”
Traffic lights and stop signs Standard operating procedures Policies Memos Navigate
Right people Avoid obstacles Conflicting interests hostile beliefs cultural missteps Political minefields