In his book, “Negotiation Hacks: Expert Tactics To Get What You Want,” Simon Rycraft talks about some of Aristotle’s principles of persuasion. What are those three principles? Pathos: Pathos is the application of emotion. People who are more passionate can be more persuasive, right? When someone gets excited, it prods on your emotions and will often get you excited. Ethos: Ethos refers to your reputation. If you’ve worked with someone before and brought them good deals, they’ll…
How to Operationalize and Manage Labor-Based Contract
Let’s say you’re a procurement professional working to manage spend for labor contracts. You’ve broken down the hours, and you even understand the allocation of cost. You’ve done your homework to make sure money isn’t being hidden. Everything looks good, so you get a contract in place. The problem is—even if you’ve done it all on the front end—managing a labor contract at a site-based level is a significant nuisance. If it’s a time and material-based…
SLAY: Rebecca Zung’s Formula For Negotiating with Narcissists
Rebecca Zung has become popular in the world of negotiation because of her expertise in negotiating with narcissists. She runs both a YouTube channel and a podcast with the goal of teaching people how to negotiate with narcissists. In a recent episode of Negotiations Ninja, she shared the basics of her “SLAY” formula. How to SLAY your negotiation with a narcissist It’s estimated that 1 in 10 people have either narcissistic personality disorder or narcissistic…
The Importance of Questions in the Forensic Interviewing and Interrogation Process
One of the things that makes Michael Reddington’s skin crawl is the phrase “buyers are liars.” He emphasizes that it’s not true, not any more than anyone else. Everyone has goals and will strategically share information that’s likely to help them achieve those goals. That’s not dishonesty; it’s interest protection. Prior to any interaction where you need information, you have to think about the reasons why your counterparty shouldn’t share the information with you. Michael…
Why “Rationale” Questions are Key in the Negotiation Process
According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in a negotiation. You need to know what the criteria will be for the ultimate decision. If you can get some of this information and insight beforehand, it’s helpful. These are definitely great questions in the midst of the negotiation as well. What will be your criteria?…