How to Influence People: Negotiation vs. Persuasion Skills
Published on Jul 14, 2016
In this webinar with Professor Bob Bontempo, who teaches persuasion and negotiation strategies at Columbia Business School Executive Education, learn about two complementary skill sets that can help you become a more effective leader.
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professor bontempo bob is a professor of Management at Columbia Business School
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and teaches both in our mba programs as well as an executive education
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he’s an expert in managerial negotiations and has been consulting for
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over 25 years
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he currently serves as an advisor to a senior group that the united nations as
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well as the Federal Reserve and he also consults for various early stage
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investors and startups but before we actually even get started with this top
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we’ve got just a short video presentation we want to do which kind of
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gives you an overview of what will be addressing today
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persuasion vs negotiate
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it’s not obvious but I’ve come to believe that negotiation and persuasion
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are opposite psychological processes
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negotiation is the mutual exchange of resources for mutual benefit
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persuasion is the skill of changing what somebody believes about the value of a
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resource for an outcome and therefore they require a different set of
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behaviors
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negotiation is fast persuasion is very slow negotiations expensive persuasion
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is free
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negotiation can be explicit you can say to somebody hey look we have to work
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this out what do you need for me to get what you want
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persuasion has to be subtle nobody likes you to walk into a meeting and say hi
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I’m here to change what you believe about XYZ
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so they are extremely different they’re complimentary but they’re both based on
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specific teachable behavior
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so that’s a little bit of an overview of what we’ll be talking about today and
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for some more specific information we’re going to actually jump right into
