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