INFLUENCE

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 4 in Negotiate, Persuade and Create Great Deals, 2020, pp 61-77 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Influence is at the heart of negotiation. It is, however, not easy to persuade others to change their attitudes, beliefs, values, or behaviors because it almost always meets resistance and the fear of losing control. Strangely, although social persuasion is an integral part of our everyday lives, most people, including negotiators, are not effective persuaders. There are several reasons for this. Firstly, human evolution did not prepare us to influence strangers because, for millions of years, we did not interact regularly with those outside our tribe. Today most of our interactions are with strangers whom we tend to perceive suspiciously. Secondly, the benefits of effective persuasion are underestimated by most people and thus they do not invest in learning and developing persuasion skills. Thirdly, most people are self-centered and, as written in the Talmud, the collection of Jewish religious laws that was written in the 4th century, we do not see things the way they are. We see things the way we are. Therefore, we tend to influence others from our subjective perspective rather than from their perspective. Effective persuaders see the reality of the situation as their counterparts do and influence them from that perspective. In this chapter, we will explore the principles and tactics of effective persuasion.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.worldscientific.com/doi/pdf/10.1142/9789811225420_0004 (application/pdf)
https://www.worldscientific.com/doi/abs/10.1142/9789811225420_0004 (text/html)
Ebook Access is available upon purchase.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:wsi:wschap:9789811225420_0004

Ordering information: This item can be ordered from

Access Statistics for this chapter

More chapters in World Scientific Book Chapters from World Scientific Publishing Co. Pte. Ltd.
Bibliographic data for series maintained by Tai Tone Lim ().