1. Getting people to say What do you say to get a YES? Propose words that change minds! Explain your choice!

2. 8A Powers of persuasion → p 34: Dr Hogan’s 7 words → p 73 (1) Because (2) Please (3) Thanks / Thank you (4) Now (5) Imagine (6) The other person’s name (beginning and end) (7) Words suggesting the other person has control e.g. It’s up to you. It’s your choice. OK? Is that OK with you? Which would you prefer? Task 3: Make negotiation extracts below more persuasive

3. The four basic approaches (task 4) ThreatPlease do it – I’m going to make your life miserable if you don’t. FlatteryPlease do it – you’r so much better at this than anyone else. PressurePlease do it - I’d do the same for you if you were in my position. MotivationPlease do it – just think how good it will make you look. Which approach(es) do you think would work best on: the boss?a subordinate? a peer? a key customer?you?

4. There is a great advantage to be gotten for both sides in creating an environment in which both sides feel powerful. Prof. K. McGinn, Harvard The most effective way to increase your power in a negotiation is... the for to stakes raise too them.

5. There is a great advantage to be gotten for both sides in creating an environment in which both sides feel powerful. Prof. K. McGinn, Harvard The most effective way to increase your power in a negotiation is... to raise the stakes for them too. gain what to know let them they.

6. There is a great advantage to be gotten for both sides in creating an environment in which both sides feel powerful. Prof. K. McGinn, Harvard The most effective way to increase your power in a negotiation is... to raise the stakes for them too. to let them know what they gain. to explain how it is relevant to them: WIIFM WIIFM = What’s in it for me? Striking the power balance is important.

7. Add extra force to what you say Stress auxiliary verbs (e.g. is, do, does, have...) Add intensifying adjectives (serious, absolute...) Add intensifying adverbs (clearly, really, simply...) → Task 8: Make the statements more forceful. → Task 9: Listen and check. Practice delivering.

8. The persuasive power of negative questions Phrasing suggestions and concerns as negative questions: Let’s consider the payment terms first. Shouldn’t we....? It is quite late to start looking for a new supplier. Isn’t it...? Task 10. Phrase suggestions as negative questions. Task 11. Practice influencing bosses and colleagues in the office. → p 97

9. Overview of strategies used 7 words: thank you, now, imagine, please, because, person’s name, “it’s your choice” Flattery / threat / pressure / motivation WIIFM Intensifiers (auxiliary verbs, adjectives, adverbs) Negative questions HW: 8B Powers of persuasion, pp 36-37 (+ relevant audios / scripts, commentaries and tasks on later pages)