Learning Unit 1 : Influence

Influence as a Subjective Factor
Often the outcome of the discussion does not depend wholly in the objective factors if logic and facts of the matter under consideration. The final outcome of negotiation is determined by the subjective factors of influence and persuasion.

Personal Relationships
The conduct of negotiation is influenced not only by the real situation of the matter. It is influenced also by the reality of level of relationship between the two persons/parties involved in the process of discussion.

Fear
Often our bargaining power is conditioned by our fear of the power, authority, higher connections, capacity to harm enjoyed by the other party.

Future Considerations
Wisdom makes us timid at times. We do not even wish to win the argument and lose the case of good relations between us.

Mutual Obligation
Memory of past good done by the other party also acts as a negative influence (fear) on us. If we do not agree now, the other person may not overlook the fact that in the past he did this good act, but in return this is what he is getting.

Practical Wisdom
It is rightly said one is weak to the extent one expects the next promotion. Fear of losing future good chances is a strong factor in our bargaining/ negotiation positions and power.