Claim Your Place by George Vrakas 20240926.pptx

A workshop run as part of the Glen Wills eco-retreat organised by Higher Existence in September 2024.

1. CLAIM YOUR PLACE PERSUASION AND NEGOTIATION TECHNIQUES FOR ALL ©2024 George Vrakas / georgevrakas.com

2. AGENDA Assess your Personal Negotiation Style Negotiation: What it all means? How to optimize? 7 Principles of Influence Example – can you identify them? Bonus material ©2024 George Vrakas – Life Tools @ georgevrakas.com Disclaimer: The advice and information provided in this presentation and the test are for educational purposes only and do not take into account individual circumstances or specific needs. It is intended as general guidance and should not be considered professional or personalized advice. Always consult with a qualified professional before making decisions based on the content provided. 2

3. Personal Negotiation Style ©2024 George Vrakas – Life Tools @ georgevrakas.com Results? 3

4. What is all means? ©2024 George Vrakas – Life Tools @ georgevrakas.com L T E B C A 4

5. How to optimize? ©2024 George Vrakas – Life Tools @ georgevrakas.com L T E B C ……………………….. ……………………….. ……………………….. ……………………….. ………………………. A 5

6. Definitions ©2024 George Vrakas – Life Tools @ georgevrakas.com “Fundamentally, social interaction is a negotiation between individuals performing within a particular social context to convey aspects of their identity. This negotiation often occurs with little conscious thought; people comfortably interact with one another, revealing what is appropriate while assessing what information is being given.” What is A “ NegotiatioN ”? Danah Boyd, MIT Media Lab, Master’s Thesis 6

7. ©2024 George Vrakas – Life Tools @ georgevrakas.com Power = (Persuasion skills) x (Audience size) Scott Adams 7

8. 7 Principles of Influence ©2024 George Vrakas – Life Tools @ georgevrakas.com Image courtesy of Owen Fiztpatrick podcast Scarcity Authority Social Proof Liking Reciprocity Consistency Unity 8

9. Can you identify them? ©2024 George Vrakas – Life Tools @ georgevrakas.com A sales representative who is friendly, compliments your style, and shares similar tastes, because you naturally like them. A charity organization sends you a small gift, like a pen or a calendar, in the mail. A clothing store advertises a "limited-time offer" on a popular jacket, stating that only a few pieces are left. You look for a place to eat. A restaurant for dinner has many positive reviews online and a large crowd is gathered outside. A workout routine recommended by a well-known athlete. "As proud members of this community, we all want a better future for our children. By voting together, we can make sure our voices are heard and create the change we need." "Last year, you generously supported our cause, and your help made a real difference. We hope we can count on your continued support this year as well." Scarcity   Authority   Social Proof Liking Reciprocity Consistency Unity 9

10. ©2024 George Vrakas – Life Tools @ georgevrakas.com People will forget what you said, people will forget what you did, but people will never forget how you made them feel. Maya Angelou 10

11. ©2024 George Vrakas – Life Tools @ georgevrakas.com COGNITIVE BIASES a tendency to commit certain errors in the process of reasoning. Examples Bandwagon effect: The tendency to do (or believe) things because they are popular at the time. Framing effect: Drawing different conclusions from the same information, depending on how or by whom that information is presented. Halo effect : The “what is beautiful is good” effect. LOGICAL FALLACIES An actual error in reasoning. Examples False Dichotomy (either/or): when someone reduces the possibilities in a negotiation to a simplistic dilemma i.e. it is “either black or white.”. Appeal to Authority: It is correct because he/she said so. Special Pleading or Adhoc reasoning : the rules don’t apply as I am special. 11

12. Negotiation Diagram ©2024 George Vrakas – Life Tools @ georgevrakas.com ZOPA: Zone Of Possible Agreement BATNA: Best Alternative To A Negotiated Agreement 12

13. How to strategise a negotiation? ©2024 George Vrakas – Life Tools @ georgevrakas.com Be aware of what is of value to you (Must Have / Good to Have / Can Give) what is of value to the other party your and the other parties’ negotiating style at what point and conditions No Deal is better. Cognitive Biases and Logical Fallacies Also, use the persuasion techniques ideally before you get to the negotiating table use the negotiation styles strategically (depending on the circumstances) plan and know what is your Best Alternative To A Negotiated Position Put yourself in the third position (first: yours, Second: the other party, Third: An outsider looking in) “Communication is what the listener does” 13

14. Resources ©2024 George Vrakas – Life Tools @ georgevrakas.com georgevrakas.com/ 14

15. Thank you ©2024 George Vrakas – Life Tools @ georgevrakas.com Give away! 15