JOHNSON, C., 2006. Risky Business? Demonstrating the business case for your information service: A review. Impact, 9(3), 43-44.
Gillian Leslie (Head of Knowledge Management, Biggart Baillie Solicitors) delivered a session on how to persuade key decision makers at the national conference of the CILIP Career Development Group in June 2006. She pinpointed positiveness, friendliness, and progressiveness as the key to successful negotiation. The author of the above article summarised it as below:
1. Establish the goals and objectives of the negotiation
2. Identify and contact key people with power; good to start from their assistants to gain respect and trust
3. Introduce yourself by promoting your achievements, e.g. how you save money
4. Establish the negotiation range i.e. what will you accept and reject
5. Match the motivation and fear of the individual with your goals and objectives
6. Prepare for objections by giving solid evidence, raise the issues yourself even
7. If the answer is No, continue building the relationship and providing evidence through reports, etc. If Yes, provide feedback on the improvement
