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Summary of Key Themes

Summary of Key Themes. Dr. James Alvarez (Please note that this is not the formal presentation as delivered by Dr. Alvarez at the Directors of Finance Conference. These are notes taken by Sarah Cooper. Key Themes. The more control you have, the less vulnerable you are

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Summary of Key Themes

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  1. Summary of Key Themes Dr. James Alvarez (Please note that this is not the formal presentation as delivered by Dr. Alvarez at the Directors of Finance Conference. These are notes taken by Sarah Cooper

  2. Key Themes • The more control you have, the less vulnerable you are • The more vulnerable you are, the less control you have • Control and vulnerability are two important aspects of

  3. 6 Persuasion Factors • Reciprocation • Consistency • Social Validation • Liking • Authority • Scarcity Developed from the research of Robert Cialdini

  4. 1. Reciprocity Rule All cultures adhere to a social norm that obligates us to repay what we have been given Practical application • Proof of life at every offer of increase (kidnap scenario) • Offering free samples (business scenario) If you’re doing someone a favour, the best time to ask for a favour back is when you’re doing the favour

  5. 2. Consistency Rule Humans generally want to appear and to be consistent Practical Application • The price for a hostage reduces if they are hurt (kidnap scenario) • Public verbal commitment (business scenario) e.g. a specific public commitment makes it more difficult to the person to revoke it

  6. 3. Social Validation Rule Humans often decide what to do by looking at what others are doing Practical Application • Regional ransom and negotiations (kidnap scenario) • Buzz, word of mouth (business scenario)

  7. 4. Liking Rule People prefer to say “yes” to those they like Practical Application Compliments = Cooperation If they do something right, make a big deal about it Base your decisions on both your and the other side’s core strategic interests • Seek ways to meet interests. The opposition doesn’t want to go to jail (kidnap scenario) • Make human connections, sell to friends, people won’t like you if they don’t know you (business scenario

  8. 5. Authority Rule People tend to comply with the wishes of those in authority Practical Application • The higher social status you have, the higher the chances of compliance • Clothes and bearing are important (the difference between a bellboy and a stranger carrying away your luggage is a uniform)

  9. 6. Scarcity Rule Things become more desirable the less available they are Practical Application Jim Alvarez rarely makes increases in his offer – i.e. scarcity. If something is there fore a limited time only, there is more chance of compliance (e.g. ransom – kidnap scenario, offer of an opportunity/price – business scenario) Always plan ahead

  10. References • “Leadership is the art of getting someone else to do something you want done because he wants to do it.” – Dwight D Eisenhower • BATNA – Best Alternative to a Negotiating Agreement • Robert Cialdini PhD – “The Psychology of Persuasion” • Roger Fisher & William L Ury - “Getting to YES – Negotiating Agreement without Giving In” • Dr. James Alvarez specialnegotiations@gmail.com

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