In business and in life, the ability to successfully negotiate is an important skill to master. But there’s a big difference between effective negotiation and wanting to win at all costs.

Here, we look at the art of negotiation and persuasion, the difference between them and how the best negotiation is a simple conversation that sees each party walk away with something that they value.

We discuss:

  • The subtle difference between negotiation and persuasion and how each technique is employed to achieve a positive outcome.
  • How negotiation involves a conversation that starts with building rapport.
  • Why effective negotiation and persuasion is also about knowing your limits and being prepared to walk away.

The foundation of successful negotiation

Every negotiation starts with building rapport. It’s a conversation that begins by establishing a positive connection with the other party.

This then sets the stage for a productive conversation where both sides can work towards a mutually beneficial solution.

And it’s a situation where active listening plays a crucial role, allowing you to truly understand the needs and concerns of the other party.

The dance of negotiation and persuasion

Negotiation is like a dance, a delicate balance of give and take to reach a common ground.

Meanwhile, persuasion is the art of influencing the other party to see things from your perspective.

By combining these two skills effectively, you can create persuasive arguments that resonate with the other party.

Strategies for successful negotiation

When it comes to effective negotiation, it’s important not just to see things in ‘black and white’ but instead think creatively.

Rather than focusing on a win-lose outcome, aim for a solution that benefits everyone involved. Be open to compromises and explore various options to find a middle ground that satisfies both parties.

The power of persuasion

In terms of persuasion, framing your arguments strategically is crucial.

Highlighting the benefits that the other party will receive can make a compelling case for your position.

Additionally, paying attention to nonverbal cues such as eye contact, body language, and tone of voice can help you convey confidence and trustworthiness.

Practise makes perfect

Negotiation and persuasion are skills that can be honed with practise.

By stepping outside your comfort zone and engaging in conversations with a variety of people, you can improve your ability to negotiate effectively and persuade others convincingly.

Transforming your approach to negotiation

Mastering the art of negotiation and persuasion requires self-awareness, empathy, and a strategic approach.

By incorporating the above tips, you can enhance your negotiation skills and achieve better outcomes in your business.


  • [00:26] The essentials of negotiation and persuasion, and the key differences between them
  • [01:37] Building rapport and active listening
  • [02:51] Negotiation as collaboration, not conflict
  • [03:49] Practical tips for effective persuasion
  • [05:21] The importance of practise, self-awareness, and body language
  • [06:14] Why negotiation and persuasion are simply conversations and how they tie in with a core understanding of who you are and what your business does.


Talk Strategy with Clive

With more than 30 years’ experience in mentoring small to medium-sized businesses around Australia. Clive works with company owners and their teams to grow their business and achieve goals through strategic coaching.