How to Coach Yourself and Others How to Influence, Persuade and Motivate | страница 31

Negotiating
Negotiating to win
This involves pursuing your own
interests to the exclusion of others:
I win: you lose! Persuading someone
to do what you want them to do and
ignoring their interests: "keeping your
cards hidden". Pressure selling
techniques involve this.
Whilst you might get short
gain, you will build up long
resentment which can be
disruptive if you ever need to
with these people again.

Jennifer
Chatman
(University
of
California,
Berkeley)
developed experiments
in which she tried to
find a point at which
flattery
became
ineffective. She found
out that there wasn’t
one!

term
term
very Of course, flattery
work based on round the
positive attributes and
deeds of other people is
much more likely to be
Negotiating jointly
helpful and effective,
 This involves coming to an
and you will feel better
agreement where everyone
about it too!
gets what they want,
reaching a mutually satisfactory agreement: win-win


You need to establish mutual trust, so it requires
honesty and integrity from both parties.



Both sides work together to come up with a
compromise solution to suit everyone's best interests.



Each party tries to see things from the other's
perspective.



Assertiveness is the best way here: being passive or
aggressive doesn't help.

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