How can persuasive communication help you negotiate better deals and contracts?

Chris Voss, author of the negotiations bestseller Never Split The Difference, advocates focusing your understanding of the other party by preparing in advance what he calls the Accusation Audit. It involves getting into their shoes and trying to come up with possible objections or reservations that the other party may harbor, openly or not. He then advises to open with the Accusation Audit, thus addressing upfront the other party's issues. Chris Voss recommends several communication techniques and language patterns in doing so, such as Labeling, etc.

To sum this up we could say to make any communication persuasive we must - 1. curate it according to the audience/target 2. be brief 3. prove it to be beneficial.

In my experiences, I have learned that it is possible that for the same content the audiences in the room based on their seniority, grade , level of expertise on the subject and the intent with which they are part of the audience. Its always key to focus on what the audiences will benefit with your help and then revising the content to meet the needs

Understanding your audience goes beyond simply collecting data about your target demographic. It’s about internalizing who you are communicating with. Humans are more emotional than rational, and one of our brain’s basic needs is the sense of relevance. To make someone feel relevant, you need to understand their needs and wants by analyzing their circumstances and environment. Our perception is influenced by both our internal and external contexts. Therefore, if you understand your audience with this level of complexity, you’ll be more successful in shaping and delivering your message to influence their behavior or belief system.

By using clear and compelling language, you can effectively articulate your value proposition, highlight benefits, and address concerns. It helps create a win-win scenario, fostering trust and collaboration. For example, Vague: "Our product is really good and can help your business." Effective: "Our software streamlines your operations, leading to a 30% increase in productivity."

When presenting your ideas, avoid overwhelming others with an excessive amount of facts. Instead, select only a couple of the most compelling ones and concentrate on them. Listing ten reasons why you are right is unnecessary and counterproductive. This approach will only result in weaker and weaker arguments, enabling the other person to highlight their flaws. Furthermore, it may lead them to ignore you out of spite, as you might come across as a know-it-all. Remember that appearing preachy is generally disliked by most people.

At times, topics could be complicated and might have lots of data. Often keep it simple and then expand on it in a way people can relate with it in real life instances

We are more likely to trust individuals who acknowledge that there are things they do not know or that things are not as simple as we would like them to be. When you express uncertainties, doubts, and unknowns about a particular issue, you become more credible. You are not perceived as someone who simply imposes their beliefs and rejects any other interpretation of the world. Instead, you appear more impartial and, consequently, more reliable. By admitting doubt and uncertainty, people tend to pay closer attention to your message.

In my experience people make decisions based on emotion and back it up with logic. The amount of logic will depend on the person. For example, I will take a little evidence into account but overall I make gut feelings about a decision. So don't try to persuade me with lots of data and facts and figures. I will go with my gut! Others will be the opposite!

The call to action (CTA) is the linchpin of effective communication, propelling passive engagement into active participation. Whether urging a purchase or promoting a cause, a well-crafted CTA directs users toward specific, measurable responses. Introducing the lobby concept highlights the strategic significance of CTAs within a broader framework. The lobby represents the space where decisions are made, and the CTA serves as its entrance, guiding users toward meaningful interactions. Much like a physical lobby, the CTA is the gateway to deeper engagement and conversion, emphasizing its crucial role in shaping user behavior and driving desired actions.