How to Influence People: Negotiation vs. Persuasion Skills

Struggling to differentiate between persuasion and negotiation? In a webinar, Professor Bob Bontempo from Columbia Business School explains that persuasion and negotiation are complementary skills. Negotiation is like offering a colleague extra vacation days for taking on a project, while persuasion is convincing them the project will advance their career. Bontempo emphasizes that each skill requires different strategies and preparation. Negotiation involves exchanging resources for buy-in, whereas persuasion changes beliefs or perceptions. He recommends resources like Roger Fisher’s “Getting to Yes” and Harvard Business Review’s “Change the Way You Persuade” by William Iselin Miller to enhance these skills. This webinar helps leaders understand how to effectively use both persuasion and negotiation to achieve their goals.

Watch this webinar here