Episode Thumbnail
Episode 97  |  35:11 min

The Science Of Influence For Negotiation & Procurement

Episode 97  |  35:11 min  |  08.19.2019

The Science Of Influence For Negotiation & Procurement

00:00
00:00
This is a podcast episode titled, The Science Of Influence For Negotiation & Procurement. The summary for this episode is: <p>The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are advantageous for us and helpful for them? This is brain science for procurement!</p> <h2>Outline of This Episode</h2> <ul> <li>[0:35] The history of persuasion and negotiation in Roger’s back story</li> <li>[4:49] Why “getting a deal” is a great motivator for higher spending</li> <li>[8:57] Split testing what you say in negotiations can bring great advantages</li> <li>[11:37] Why trusted stories beat statistics and data when it comes to persuasion</li> <li>[16:45] Using the science of influence to reduce sticker shock</li> <li>[22:43] How we can use neuroscience to build trust with others</li> <li>[35:45] Behavioral science teaches us the law of least effort</li> </ul> <h2>Resources & People Mentioned</h2> <ul> <li>BOOK: <a href= "https://www.amazon.com/Brainfluence-Persuade-Convince-Consumers-Neuromarketing-ebook/dp/B005XXTQEK" target="_blank" rel="noopener">Brainfluence</a></li> <li>BOOK: <a href= "https://www.amazon.com/gp/product/B07HRZ7PDJ/ref=dbs_a_def_rwt_bibl_vppi_i1" target="_blank" rel="noopener">Friction</a></li> <li>BOOK: <a href= "https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905" target="_blank" rel="noopener">To Sell Is Human</a></li> <li>BOOK: <a href= "https://www.amazon.com/Predictably-Rational-Defenses-Behavior-Economics/dp/3642015859" target="_blank" rel="noopener">Predictably Rational</a></li> </ul> <p>Get 25% off by suing this code: PIW19NN - code for <a href= "https://procureconwest.com">https://ProcureConWest.com</a></p> <h2>Connect with Roger Dooley</h2> <ul> <li>Roger’s website: <a href="https://www.rogerdooley.com/" target= "_blank" rel="noopener">https://www.rogerdooley.com/</a></li> </ul> <h2>Connect With Mark</h2> <ul> <li>Follow Negotiations Ninja on Twitter: <a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener">@NegotiationPod</a></li> <li>Connect with Mark <a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener">on LinkedIn</a></li> <li>Follow Negotiations Ninja <a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener">on LinkedIn</a></li> <li>Connect on Instagram: <a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener">@NegotiationPod</a></li> </ul> <p><a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"><strong>Subscribe to Negotiations Ninja</strong></a></p> <p> </p>

The science of influence is fascinating. It’s one of the ways those of us in procurement or involved in negotiations can learn to be better at our craft. This episode features author and speaker, Roger Dooley who I asked to teach us what science teaches about influence, and how we can use it to get better deals in our negotiations. Roger explains how to practically apply neuroscience, behavior technology, and behavior research (combined it's known as neuromarketing). How can procurement professionals use neuromarketing directly in negotiations? How do we influence someone to help them make decisions that are advantageous for us and helpful for them? This is brain science for procurement!

Outline of This Episode

  • [0:35] The history of persuasion and negotiation in Roger’s back story
  • [4:49] Why “getting a deal” is a great motivator for higher spending
  • [8:57] Split testing what you say in negotiations can bring great advantages
  • [11:37] Why trusted stories beat statistics and data when it comes to persuasion
  • [16:45] Using the science of influence to reduce sticker shock
  • [22:43] How we can use neuroscience to build trust with others
  • [35:45] Behavioral science teaches us the law of least effort

Resources & People Mentioned

Get 25% off by suing this code: PIW19NN - code for https://ProcureConWest.com

Connect with Roger Dooley

Connect With Mark

Subscribe to Negotiations Ninja

 

More Episodes

Why Does the Word “Negotiation” Come with Baggage?

Throwback Thursday with Allan Tsang

Strategies to Influence People Ethically

Throwback Thursday with Chris Hadnagy

The Components of a Successful Mediation

Throwback Thursday with David Matsumoto