Persuasion in negotiations – how does Robert Cialdini teach effective argumentation?

Zdjęcie: sztuka negocjacji na podstawie reguł Cialdiniego.

The sales squad of 1 of SaaS companies one more time prepares a meticulously tailored offer for a large client in the manufacturing industry. In order to make the product, many meetings were held to verify the needs, assumptions and client requirements in terms of production tracking, creating task schedules or monitoring downtimes in the machinery park. Preparation of a proposal gathering most of the customer's requirements cost quite a few time, however, the yet created solution met the requirements set by the customer. The price, although not the lowest, is surely competitive, and flexible conditions may have been strong arguments in the talks. Still, the talks are stuck. The client ‘needs more time’, ‘must consider’ or ‘comply with another suppliers’. Sound familiar? In many business situations, 1 who has the best conditions does not win – 1 who can effectively argue and exert influence without pressure. And this is where the function of persuasion begins. Robert Cialdini – author of 7 principles of influence – describes proven mechanisms that can find the success of negotiations. In this article, we will show how to usage his ideas to better argue, overcome objections and build agreement at the negotiating table.