The Dynamics Of Power And Persuasion In A Negotiation Scenario

The Dynamics of Power and Persuasion

Characterized by multiple parties with interdependent goals, the negotiation process can involve a number of strategies and tactics that help parties maximize their outcomes. Some of the most useful and versatile of these strategies are forms of persuasion. Persuasion aims to change the behavior, attitudes, or beliefs of another party in some way for the benefit of the persuader, but how can one effectively use such a strategy in a negotiation scenario? Persuasion is an activity made necessary by the fact that all of us differ in our goals and there are many ways that one can go about achieving them.   We all take part in persuasive activity throughout our regular social interactions every day.   There is a great deal of skill and planning that goes into effective persuasion and there are many techniques one can use to implement it productively during a negotiation. However, there are many pitfalls to this tactic and if used haphazardly can leave one in a position that makes them look much less credible in a negotiation, hurting one’s chances of achieving their desired outcome.
First, we must define persuasion and persuasive activities. Persuasion in all cases is a conscious and strategic activity meant to guide another party toward the adoption of a persuader-preferred course of action. Although this definition is a very general explanation of persuasion, it encompasses more specific psychological concepts such as influence, control, and attitude change (Levine p.4).   Persuasion aims to change the frame of another person in some way. The three main pathways of persuasive efforts are shaping, reinforcing, and changing. Reasoning, emotional appeals, and other symbolic actions on the part of the persuader are all meant to change the frame of the other party towards one’s own views and beliefs (Perloff p.19).   These techniques are implemented when a threat to one person’s goals is observed and the expenditure of a persuasive...