EarlValorHerring4
Response to this discussion Choose 2 of the 6 principles…
Response to this discussion
Choose 2 of the 6 principles presented. How is power related to influence?
Power is highly related to influence. When you have power over someone, you have a greater to chance to influence that person to do things the way you want. Reciprocity surely gives people power in negotiation because people feel obligated to payback to those who have helped them before. In a negotiation, we can be easily influenced by someone who has helped us before and it would be hard to not return a favor or say no to their offer. In this case, the person who we need to return a favor has more power in the negotiation.
Another principle that could influence people in negotiation is social proof. I think that this principle is very interesting as this relates to many other psychological components such as peer pressure or simply how much we care how others see us if we take certain actions. We can use this principle to gain power and influence the other party by mentioning how this or that decision would make a good decision because some famous people make that decision and succeed as well. The other party could be persuaded because they would probably want to follow something that has already been proven successful.
Provide an example of one of the principles using the central route to persuasion.
Scarcity could be one principle that uses the central route to persuasion. As “factual information is a key element in this route of persuasion” (Robinson, 2023a), scarcity can be easily supported by credible evidence or different objective data. For instance, a car sales can persuade a customer that he or she should put down deposit as soon as possible because their cars are in demand right now (which is true for the recent car market too). Also, because of scarcity, the sales have more power in the negotiation if the customer happens to negotiate for a cheaper price. They do not necessarily need to give extra discount because they know their cars would be sold at some point anyway.
Provide an example of one of the principles using the peripheral route to persuasion.
Liking is surely a principle that emerges well with the peripheral route to persuasion. Liking basically means you would say yes easier to those you like more. Even though this might sound a bit unprofessional in a business setting, I believe it is just simply human nature – we tend to favor people that we like or those who share more similarities, and this is just normal. For example, if we have two similar offers from two different people and we tend to like one over another one, we certainly would pick the one who we like more. Moreover, if we are in a negotiation and we are facing someone we like, it is just normal that we will have a higher chance to be persuaded by that person.
How can you avoid being the target of a persuasive argument?
It is not easy to avoid being the target of a persuasive argument at all time but we can surely try our best to do so. I believe that we should always be ready before all negotiations and have great plannings beforehand. The more we prepare, the more confidence we have. When we fully understand our interests and needs, it would be harder for the other party to persuade us. Also, we can avoid being the target if we are the one who have more power. To gain more power, we definitely need to have as many BATNAs as possible. BATNAs do not only give us more power to negotiate in general, but also give us walk-away power (Robinson, 2023b).
References:
Robinson, L. (2023a) Lesson 09: Power. [Lecture Notes]. Canvas@Penn State University. https://psu.instructure.com/courses/2253727/modules/items/37180409
Robinson, L. (2023b) Lesson 09: Power. [Lecture Notes]. Canvas@Penn State University. https://psu.instructure.com/courses/2253727/modules/items/37180408
