Applying Psychology of Persuasion to Business Negotiation

Abstract

For a business negotiation, two or more parties, for different purpose, on a same goal, sit together to reach a consensus. The final goal for all parties is to maximize their interests. In business negotiation, all parties involved are intelligent, sensible, knowledgeable, and experienced, while the activity itself is a process which is extremely complicated, instantaneously changing, and it is a competition of wits and courage, also brown and brain. Therefore, to make opposite negotiators obedient, and willing or be forced to accept our requests is the key to succeed in negotiation, in other words, the necessity of applying psychology of persuasion into a business negotiation can never be overlooked. This paper analyses seven types of psychology of persuasion, from which thousands of negotiation strategies can be deduced.