CRED Successful and Skilful Communications 2025

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HOW TO AVOID SURPRISES (2)

RESISTORS

MOTIVATORS (TO COUNTER/COLLAPSE THE RESISTANCE)

Feeling ❑

Impact ❑

Fear of change, loss of control, unknown, outside “comfort zone”, lacking ability, “how will it affect me?”, failure, my manager won’t like it

Benefits/What’s in it for them (WIIFT) if they accept proposal Impact/Consequences to them of not accepting proposal

❑

❑

Anger, resentment

❑

❑

Panic

Make or save money, profit

❑

❑

Worried about consequences

Save time

❑

❑

Hidden external stress/worries/ problems Disruption, inconvenience, hassle Dislike you, your idea, your company Don’t trust you/your motivation Depression, hopelessness, apathy

Success/kudos

❑

❑

Recognition/accolades

❑

Credibility (Push) ❑

❑

Evidence/examples/information

❑

❑

Certainty/expertise/clarity

❑

Measurable/concrete end result Number or label reasons/benefits

❑

Thinking ❑

❑

If necessary, show written/printed word

Cost in time, money, effort

❑

Lack of knowledge therefore don’t understand Can’t see how it fits their plan/objective/ interests

Connection (Pull) ❑

❑

Fun/enthusiasm/passion

❑

Shared vision/goals

❑

Can’t see benefit

❑

Reassurance

❑

Don’t see it as a priority

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Empathy/clean slate

❑

Conflicts with their plan/objective

❑

Involvement

❑

Preferred alternative

❑

Appeal to their skills/expertise

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Think they understand but don’t

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Associate what they like to your proposal

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History: previous bad experience/ breaking of trust

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Ask Questions and listen

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Attitude: if it’s not broke - don’t fix it Scepticism, prejudice, discrimination

Fitting Their Psychological Profile ❑ Values (e.g. choice/control/freedom) ❑ Meets their needs ❑ Opportunity/possibility ❑ Team/group buy in ❑ Positive challenge ❑ Ease of action ❑ Simplicity of proposal

❑

❑

Peer pressure, loss of face

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Ego – not my idea

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Hidden agenda/internal politics Don’t agree/think you’re wrong

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Purpose ❑

Purpose/reasons/”why?”

❑

Belief or empathy in you/your idea

❑

Vision/goals

❑

Fits their plans/objectives/interests etc.

SEVEN GOLDEN RULES OF NEGOTIATING 1. Avoid simply accepting their first offer (If you do, they may feel cheated!) 2. Avoid giving anything away without getting something in return. 3. Think in terms of value to them (cheap to you & valuable to them). 4. Avoid jumping in straight away with definite offers – discuss and test first. 5. Summarise regularly. 6. Take your time – avoid rushing. 7. Take the negotiation wide.

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