Chapter 5 Gaining Leverage through power and Persuasion by kitty galore

Chapter 5 Gaining Leverage through power and Persuasion

Leveraging the Source of Power

Reward Power and Coercive Power

Legitimate Power

Expert Power

Reference Power: Personal Attributes

Leverage power through Persuasion

Framing the Question

Creative Persuasive Arguments

Using Persuasive Language

Brainstorm and discuss new product and project ideas.

Focusing on the Listener's Perspective

Tools for Persuasive Communications

Verbal Communication

Nonverbal Communication

Stereotyping and Prejudice

Understanding Ecomotions

Leveraging Power from Your BATNA

Believing you have a strong BATNA

Convincing Others of the Strength of your BATNA

changes in BATNA during negotiation

Persuasion through process

Who to Influence and How

Shape Perception of Interest and Goals

Use a Negotiating Process that Fosters Buy-In

What is BATNA

Best alternative to a negotiated Agreement

Leveraging Power through tactics