Persuasive Negotiation Tactics - Central Route

The video explores persuasive techniques in negotiation, focusing on central route persuasion. It explains the difference between central and peripheral routes, emphasizing tactics that directly affect the other party. Key tactics include controlling the agenda, generating alternatives, influencing understanding, and invoking fairness heuristics. The video also highlights the importance of commitment and consistency in achieving negotiation objectives. The next video will cover peripheral route persuasion, which involves changing contextual elements.

What are the two main categories of persuasive tactics in negotiation?

• Internal and External routes

• Primary and Secondary routes

• Central and Peripheral routes

• Direct and Indirect routes

In negotiation strategy, what is the role of tactics?

• To determine the final outcome

• To affect the other person or the context

• To establish the negotiation rules

• To decide the negotiation location

Which tactic involves establishing the agenda upfront in a negotiation?

• Influencing understanding

• Controlling the agenda

• Applying time pressure

• Generating alternatives

What is the objective of generating multiple alternatives in negotiation?

• To overwhelm the other party

• To simplify the negotiation process

• To focus on a single interest

• To establish a fixed agenda

How can commitment and consistency affect negotiation?

• By reinforcing a particular objective

• By changing the negotiation location

• By confusing the other party

• By ensuring a flexible approach

What does reframing in negotiation aim to achieve?

• To focus on past negotiations

• To establish a strict agenda

• To present issues in a new light

• To highlight conflicts

Which tactic involves using past experiences to influence perceptions of fairness?

• Generating alternatives

• Invoking fairness heuristics

• Applying time pressure

• Reframing