What is the difference?
The primary difference is their focus.
Persuasion is focused on changing the other party’s beliefs or attitudes, while negotiation is focused on finding a mutually acceptable solution to a problem.
Negotiation is a discussion to settle disputes and reach agreements between two or more sides relying on a “give and take” process which will result in a compromise where each side makes a concession for the benefit of everyone involved.
Key Points to Negotiation
(1) Communication - involves listening, speaking, observing and empathizing. There are 4 types of communication:
Verbal: use a strong confident speaking voice
Non verbal : being aware of body language, facial expressions and tones
Written : written language, symbols and numbers
Visual : photography, art, drawing, sketches, graphs et
(2) Active listening - crucial to understanding another persons' opinion and a way to show that you value what the client says. Allows you to engage so you can later recall specific details without the need for them to be repeated.
(3) Emotional intelligence - the ability to recognize, understand and manage your own emotions, as well as being able to understand and influence the emotions of others. Emotions drive behaviors and impact people either positively or negatively and can lead you to act without thinking. Having emotional intelligence can help you avoid those situations when you might act on impulse rather than fact.
(4) Expectation Management - have a clear goal in mind and be able to adjust expectations if you feel you may not be able to agree.
(5) Patience - some negotiations can be long and drawn out and may involve renegotiation & counter offers. Patient people understand that the more they accept the things they can't change or control, the more they can learn to react in a way that doesn't maximize stress or make the situation worse.
(6) Adaptability - demands can be changed without notice so you need to be able to adapt quickly to determine a new plan. Developing this skill allows flexibility and acceptance of change easily.
(7) Persuasion - ability to influence others. It helps define why your proposed solution will benefit all parties and encourage others to support your point of view
(8) Planning - helps determine what you want to achieve and how the terms will be fulfilled. Consider the best possible outcome and what you will do if an agreement isn't reached.
(9) Integrity - having strong ethics and moral principles is essential. Be thoughtful, respectful and honest in your dealings.
(10) Rapport - establish relationships with your client. Make them feel supported and understood. This can ease tensions, promote collaboration and increases the likelihood of reaching an agreement easily.
(11) Problem Solving - find a solution e.g. if the price is too high, how can you get the client to lower it?
(12) Decision Making - you may need to agree to a compromise and react decisively. Going back and forth without a clear answer can be stressful.
Must do's
Do your research and consider the goals you want to achieve: Before entering into negotiation talks, evaluate all sides and consider their goals. It can also be helpful to research the person you are negotiating with. Understand the limitations of the negotiator and whether they have the ability to give you what you want?
Know your priorities: Negotiations often require each side to compromise. Determine what is most important and what you are willing to settle for in its place.
Consider the opposition: Write down all the potential oppositions and then gather the information you can use to argue your case.
Keep communications open
Know when to walk away: Once you realize no further compromises can be made and terms can’t be reached, it’s probably time to discontinue talks.
Persuasion techniques
A key part of being able to negotiate successfully is to be able to persuade and influence others.
Developing a win-win solution involves far more than simply putting an offer on the table and waiting for the other side to respond. Being able to advocate successfully for your suggestion, and persuade others of its merits, are key.
The ‘Holy Grail’ of persuasion is to get others to buy into the idea, and want to do it your way. And the best way of doing that is in a way that others don’t notice.
highlighting the potential benefits and addressing any concerns raised.
Convincing your client that immediate repair or replacement of an item can save money in the long run.
Offering additional services or discounts and emphasizing your company’s strengths.
Key points
(1) Know your audience: Effective persuasion requires understanding the needs and preferences of your client. Then, tailor your arguments and approach to fit their personalities, values, and perspectives.
(2) Use emotional appeals: People are often motivated by their emotions, so using emotional appeals can be a powerful tool in persuasion. Appeal to their values, sense of fairness, or desire to make a difference to make a compelling case for your proposal. However, be careful not to rely solely on emotional appeals, as they can sometimes backfire if not backed up by facts and logic.
(3) Build credibility and trust: People are more likely to be persuaded by someone they trust and respect. Build your credibility by demonstrating your expertise, integrity, and reliability. Be transparent and honest in your communication and follow through on your promises.
(4) Use evidence and data: Persuasion is more effective when backed up by evidence and data. Use facts, statistics, and research to support your argument and provide concrete examples to illustrate your points.
(5) Be open to feedback and adjust your approach: Persuasion is a repetitive process, and it’s essential to be available for feedback and adapt your strategy as needed. Listen to objections and concerns and be willing to modify your proposal or approach to meet the needs of your audience better.