Chapter 6 The Persuasive Opening Outline Persuasion Defined How to Persuade Negotiating the Agenda Opening Stance Agenda Framing Persuasion Moves others from one view or course of action to another, more desirable one through compelling arguments or emotional appeals Goal – private acceptance • Person chooses to adopt a new view or take a different course of action Step 1: Establish the agenda Establish or set the agenda • Begin with secondary or possibly irrelevant issues to obtain early agreement and establish a positive problem-solving atmosphere • Lead with agreement agenda when conflict is anticipated and fear relationship might be damaged • Lead with most challenging issue when confident you can handle the conflict Step 2: Identify order of critical points Identify the issues the other side is likely to concede Identify the issues on which they are likely to hold firm Ease into disagreement by connecting it with an earlier agreement Identify sequence of issues based upon likelihood of obtaining agreement (e.g. staircase of agreement to subsequent issues) Step 3: Plan wording Important to plan exactly what will be said and how each issue will be introduced Step 4: Allocate time to issues Identify the amount of time allocated for the entire negotiation Allocate time to issues Identify when you might move on if success isn’t achieved Don’t spend too much time on minor issues that you fail to discuss major issues Negotiating the Agenda Review agenda – “draft” or “suggested” and obtain cooperation of your counterpart Avoid confrontation over the agenda Invite revisions if you anticipate some oppositions to the agenda Stay flexible Opening Stance Conveys your initial position or attitude in the negotiation Depends upon the stance of the other side Prepare for a variety of stances through if-then scenarios Prepare both verbal & non-verbal behavior Agenda Framing Framing refers to the manner in which negotiators present options to influence their counterpart’s choices Skillful negotiators know how to establish frames and prepare in advance Utilize metaphors, images and analogies Utilize hobbies, interests when developing frames . Chapter 6 The Persuasive Opening Outline Persuasion Defined How to Persuade Negotiating the Agenda Opening Stance Agenda Framing Persuasion Moves others from one. confident you can handle the conflict Step 2: Identify order of critical points Identify the issues the other side is likely to concede Identify the issues on which they are likely to hold. anticipate some oppositions to the agenda Stay flexible Opening Stance Conveys your initial position or attitude in the negotiation Depends upon the stance of the other side Prepare for