1.What is influence in negotiation?

2.What are the “two routes” to successful influence? What are some of the influence tools available to any negotiators?

Influence is power’s complement—the actual strategies or group of tactics and messages that individuals deploy to bring about desired attitudinal or behavioral change.There are two routes of influence that can make persuasion work.One involves influence-seeking message content,structure and persuasive style to make the offer attractive to the other party.The other involves message characteristics,source characteristics and context effects to illicit attitudinal change.The persuasive tools that can be applied during the message delivery include:one-sided message,vivid and intensity of language,threat-using,distraction,authority and credible sources,good will,ingratiation,qualification and trustworthiness,commitment,persistence and tenacity,reciprocity,social proof,and scarcity etc.