How to Create a Sticky Negotiation Message
Posted By admin on May 25th
Made to Stick looks at business communications from a psychological perspective…
meaning which communications get people to buy products, spend money, and simplify their buying decisions. It explains how to influence people – a core component of negotiation strategy – by showing there is more to persuasion than logic and facts.
Here’s how to create a “sticky” negotiation message using the six principles from Made to Stick – Simplicity, Unexpectedness, Concreteness, Credibility, Emotional, and Stories:
- Write out in detail the goal of the message you wish to convey in the negotiation.
- Write out what message you believe your negotiation partner currently perceives.
- Then create and write out a second negotiation message trying to use the SUCCESs principles from the book.
- Create a scorecard (see below) to evaluate which negotiation message has more points, based on the SUCCESs principles. Rate the principles in the message on a scale of 1 – 5. The message with more points is more “sticky”.
Checklist Old Message New Message
Simplicity
Unexpectedness
Concreteness
Credibility
Emotional
Stories
You can buy the book here.
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