What You'll Learn
  • Negotiation is one of several tools we use to influence decision making
  • Negotiation has the benefit of bringing new ideas to the discussion and thus solutions that are mutually beneficial
  • Other tools of influence still play a role in the negotiation process

Negotiation is a critical tool to influence decision-making. But it is not always the right tool for every situation. There are several ways to influence decision-making: Use of power, payment, persuasion and negotiation. All of these tools can be used effectively and legitimately, although not all methods are legitimate (threat, bribery, unregistered lobbying, etc.)

Negotiation – One of Four Major Influence Tools

Power Payment Persuasion Negotiation
Command Reward Lobbying Joint Decision
Coercion Compensation Argument Exchange
Threat Material incentives Presentation Bargaining
Force Bribery Selling Give-and-take

Negotiation is thought to have an edge over all other tools because when done well it brings new ideas to the table that increase value to all parties. Yet there is overlap, as the other primary tools of influence — power, payment and persuasion — play critical roles in negotiations.