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SMU Libraries

SMU-X Survival Toolkit: Negotiation/Persuasion

This guide provides useful information and links to resources on SMU-X.

At A Glance

Negotiation/Persuasion

Negotiation is a give and take process whereby two or more parties with different needs and goals discuss an issue to find mutually accepted solutions. The following resources provide perspectives on how to negotiate and persuade effectively that is a win-win for the stakeholders involved.

 

Robert Cialdini has spent his career systematically studying the psychology of influence. Ethical influence is the foundation of successful leadership, management, sales, and customer service. In this program, he reveals what lies at the heart of his findings: the six principles of influence that form the basis of effective, persuasive appeals.  As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution.

 

Maria Ploumaki works with global businesses, executing strategies and negotiations for them that significantly improve their value chain and competitive advantage. Maria describes the most important skills behind successful negotiation, and she explains how to develop and master such qualities. 

Learn the 7 technique to be a better negotiator.

  • Persuading, Influencing and Negotiating Skills
    PERSUADING involves being able to convince others to take appropriate action. NEGOTIATING involves being able to discuss and reach a mutually satisfactory agreement. Find out more through this link.
 

This section lists some recommended readings.

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