Tools of Influence

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 – One of Four Major Influence Tools

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.).


Power Payment Persuasion Negotiation
Command Reward Selling Give-and-Take
Coercion Compensation Presentation/Educating Exchange
Threat Material Incentives Argument Bargaining
Force Bribery Lobbying Joint Decision


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.


Using Persuasion and Negotiation



Intersection of Persuasion and Negotiation



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