Little yeses can lead to a BIG YES
Following up on my last blog post, this post continues to
look at strategies that encourage people to agree with you. This strategy is
all about winning people over a little bit at a time.
When trying to convince an individual of your point of view,
try getting them to agree with you by asking them questions as you present your
position. Phrases such as “sounds good” or “correct”, at key points in the
conversation can help lower mental defenses and open their mind to your ideas.
This tactic can be used in many situations. One way to
improve your negotiating skills with this tactic is to just start asking these
questions during normal conversation. Or ask yourself such questions out loud
as you go through your day.
A good source for more insight in to influencing, or
persuading people is the classic “How to win friends and influence people” by
Dale Carnegie. I strongly recommend it to anyone but especially business
students.
Good luck. But you won’t really need it will you?
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