Podcasts Business Negotiations Ninja Podcast The Science Of Influence For Negotiation & Procurement with Roger Dooley, Ep #97

The Science Of Influence For Negotiation & Procurement with Roger Dooley, Ep #97

Published: Aug. 19, 2019, 9 a.m.

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The science of influence is fascinating. It\\u2019s 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\\u2019s back story
  • [4:49] Why \\u201cgetting a deal\\u201d 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

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