Anubhav Raina shares a post from a series on influencing that is designed to improve both influence-driven communications and strategy.
NOTE: this is part of a longer series of influencing:
CIF — Core Influence Framework
- Building Trust
- Convincing people
- Using effective questioning
- Expanding the size of the pie
- Negotiation: sweetening the deal
- Using biases to your advantage
- Negotiation: When to walk away
If you have a good idea about your counterparty’s personal narrative & a good sense of how you could expand the pie for yourself, it’s time to work through the actual proposal at hand.
A proposal will always consist of an “ask” (what the counterparty’s is being asked to do) and a “reward” (what the counterparty will receive in return).
It’s shocking how many conversations result in a stalemate because of the flawed assumption that all parties understand & agree on the reward & ask.
More often than not, there is no clearly articulated reward and/or ask. This is because people are so caught up in their own emotional needs that they focus only on their ask. Not the reward being promised — which is just as important in a deal.
If there is no reward being promised at all — do you expect the deal to work out?
The good news is that getting over this hurdle is simple. Take a piece of paper and articulate what the reward and ask is from the perspective of your counterpart.
But there are two rules to follow for rewards:
Access the full guide, Better Influence Series, on Med