Overcoming Resistance in Negotiation: The Influence Equation

Whether we are negotiating, giving feedback, managing up, or leading change, we are all familiar with resistance. We lay out a perfectly rational argument and, seemingly inexplicably, the other party resists. Maybe they say no, or more confusingly, they seem to agree but do not follow through. Pushing harder tends to increase the resistance, but giving in not only leads to suboptimal results, it also teaches your counterpart that resistance is a winning strategy. The key is to decipher the cause(s) of the resistance and mitigate them.

Join Stevenson Carlebach in this PON Live! talk to learn how to diagnose the issues behind difficult negotiations, deepen your understanding of the essential elements of persuasion, and help you plan an influence campaign to mitigate resistance.