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Behavioural Intelligence, Impact and Influence in Negotiation – The Good, The Bad and The Ugly of Logical Persuasion

Guest post by: Clive Hook

Article Overview: Your preferred ways of operating in influencing situations are built from your motivational values – the things you take to be the truth, the way the world works and the beliefs which guide your interpersonal and social behaviour. These motivational values operate alone or in combinations to create predictable patterns of behaviour. If you have a tendency towards Logical Persuasion as your dominant style of influencing you use your thinking power to persuade others. Factual evidence and logic are your tools and you use these to demonstrate how an idea, argument or course of action is right or wrong.

Behavioural Intelligence, Impact and Influence in Negotiation – The Good, The Bad and The Ugly of Logical Persuasion

When influencing and negotiating you seek to affect the behaviours, thinking and feelings of others through what you say or do. In these interactions you are balancing the need for a result with the maintenance or development of the relationship. Too much emphasis on one at the expense of the other may mean you do not reach a wise outcome or sustainable solution.

Your preferred ways of operating in influencing situations are built from your motivational values – the things you take to be the truth, the way the world works and the beliefs which guide your interpersonal and social behaviour. These motivational values operate alone or in combinations to create predictable patterns of behaviour.

If you have a tendency towards Logical Persuasion as your dominant style of influencing you use your thinking power to persuade others. Factual evidence and logic are your tools and you use these to demonstrate how an idea, argument or course of action is right or wrong. You are impatient with badly thought out or illogical ideas and will show your disapproval by destroying the idea with surgical precision.

The Good – Your attention to detail, your ability to recall figures, facts and data mean you can support your own or others with unarguable logic. The solutions or proposals you proffer are carefully thought through and well constructed. The parts of your proposal are connected to each other and present a coherent whole. The way forward is supported by evidence and calculations which can support arguments and communications to explain why one course of action is preferred over others.

The Bad – You are less interested in whether people are excited or actually like the idea, suggestion or course of action. You are actually a little puzzled as to why people might object if it’s the logically right solution. You are likely to be impatient and become angry with people who display emotional, irrational and illogical reactions to the facts and conclusions. The cracks or flaws in others’ ideas make it difficult for you to take them seriously and listen attentively to what they have to say.

The Ugly – Your impatience with illogicality or lack or structure in others’ thinking and ideas can lead to explosions of cold anger. You can ridicule others and point out their failings in being able construct a viable solution or logical conclusion. In particular you find it tedious to have to explain your ideas and logic to people who don’t understand and may resort to sarcasm or behaviour which includes “put downs” either in the words you use or the way you say something.

Behavioural Intelligence includes noticing your preferences or tendencies and the behaviours that these generate and choosing whether or not to vary your style to suit the situation or environment to achieve the results and not damage the relationships. Self awareness and recognition of the impact you have on others are vital components of Behavioural Intelligence and your ability to operate skilfully in a range of interpersonal influencing situations.

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Article Tags: behavioural intelligence, influencing skills, influencing style, negotiation skills



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