Episode 195 - Lie Detection and Human Deception

Negotiation Versus Persuasion

Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party ends up adopting your point of view. With persuasion, there is no compromising as there is in negotiation. Rather, the other party willfully and enthusiastically abandons their position to embrace yours. This abandonment is not brought about by manipulation because the other party clearly sees the gains and advantages of doing business with you.

Negotiation, on the other hand, is a process of give and take. It’s being able to overcome objections on both sides of an issue and ultimately reaching some common ground. While persuasion is the ultimate ideal, anytime any one of us is presenting our ideas, the other party is often equally committed to their own convictions, thus making negotiation the next best path.

Often when we hear the word “negotiation,” we think of a complex deal going on in the business world. In reality, however, all of us are involved in multiple negotiation processes every day. For example, when you want steak but your spouse wants lasagna, you may banter back and forth about why one is better than the other. In the end, however, you end up going to a place that offers a bit of both. In that instance, you may not have thought of yourself as negotiating, but that’s really what it was. Negotiation is so common in day-to-day life that you must master the skills of great negotiators to become a Master Persuader.

 

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Article Link

https://www.apa.org/pubs/journals/releases/lhb-lhb0000189.pdf

https://www.ncbi.nlm.nih.gov/pubmed/11780104