Level 5: influence, negotiation and persuasion

Opinion follows. Apply salt to taste. Your mileage may vary.

It's a question of the power dynamic involved in each.

Where the power dynamic is in your favour, you use influence.

Where it is in the other party's favour, you use persuasion.

Where it is equal, you use negotiation.

Imagine a set of scales with the object of moving weight to achieving equilibrium. When you use influence, you are the heavier side and you pass weight to the lighter side. When you use persuasion, you are the lighter side and you draw weight from the heavier side. When you use negotiation, both sides are equal and must exchange equal weight.

Note that although this can refer to differences in status, it doesn't have to. A power dynamic is responsive to circumstances. This is the point behind unions, after all. Get enough workers together and they have the power to negotiate, because they are, collectively, equal in power to their notional superiors.

Is there an academic reference I could use for the power dynamics you have described?

I'm afraid my definitions are entirely my own work, Laura, and based only on my years of personal, practical experience. Feel free to quote me, though.

Interesting, re-reading my post in the light of the Brexit "negotiations" as each side tries to persuade the other that the power dynamic is, in fact, in their favour...

Hi Robey, I hope you don't mind but i found your comments really helpful and so i am going to quote you for my CIPD level 5....now i just have to work out Harvard referencing, for a thread!

Hi Robey, I hope you don't mind but i found your comments really helpful and so i am going to quote you for my CIPD level 5....now i just have to work out Harvard referencing, for a thread!