Credentials

Disciplines > Negotiation > Negotiation tactics > Credentials

Description | Example | Discussion | See also

Description

Show how you are qualified to say the things you will say.

Put your qualifications on your business card.

Talk about your experience. Show how you have practiced what you preach.

Name-drop. Show how you are friends with the rich, famous and influential.

If appropriate, compare their credentials with yours.

Example

When I was talking with the CEO the other day, he though my ideas for new products were, as usual, quite outstanding.

You know, I've been doing projects like this for twenty years, and I've always found that building the plan with all stakeholders an essential activity.

I have a Ph.D. in the subject. What about you?

Discussion

In negotiation you are often selling yourself as well as the idea that you want to get across to the other person. If they believe in you, then they are more likely to believe in your ideas.

When we know that another person is well-qualified in one area, we may assume that they are generally intelligent and able to pronounce on things in completely unrelated areas. Thus, for example, a doctorate in anthropology will be seen first as a doctorate. The letters 'Ph.D.' after your name will often impress others and prevent them from questioning what you assert.

Demonstrating how you are qualified or experienced lets the other person know that what you say is true. In a collaborative situation, this will build the relationship and create confidence. In a competitive situation, it effectively says 'I know more than you. What I say is true and what you say is false.'