How I used ethical influence in Procurement

Making communication smoother

This will change the way you think

Handle any objection

Make it easy

Bite sized ethical influencing

When puppy dog eyes won’t cut it.

The challenge is knowing which principle to use and when to use it, for maximum effectiveness and efficiency.

Ethical influence grounded in science

Stand out from the other 99%

Grow your influence

Involve the people who are impacted by change

We often take short-cuts in our decision-making

The best negotiators will introduce multiple “tradeables” to keep the wheels of the negotiation turning – to keep it moving forward towards finding a mutually satisfactory solution.

Depending on who we’re dealing with, to be able to effectively persuade them, we need to adjust our approach.

“The more sales knows and the better they feel about the relationship, the more they’re going to fight to give you the best price”.

Do you often send a detailed e-mail, clearly articulating (at least in your head) what you want the other person to do, only for it to be met with an incomplete or late response, or worse, total silence?

Tactical empathy goes deeper by, in addition, aiming to understand what lies behind the feelings expressed by the counterpart so that the negotiator can increase their influence throughout the process.

Establishing rapport with a counterpart is the cornerstone of achieving a successful negotiation outcome, maintaining a constructive long-term business relationship and being able to persuade someone to your way of thinking.