| English term or phrase: (be a closer) | Influence and Persuasion Strategies and Tactics
Shape Perceptions (Yours and Other Party)
Set Clear Objectives (opening terms and bottom line)
Allow for Acceptable Time
“Shock” Early
Move Incrementally (Give acceptance time)/”Belling” (warning)
Preface Requests and Questions with Benefits
Repetition
Shape Perception with Words (exclusivity, scarcity, choice, urgency)
Share Your Needs
Ask for Appropriate Action Steps (be a closer)
Show Persistence (repetition, closing, following up, delivery)
Offer Choice
Reinforcement (carrot or stick)
Position Trades (If I do X, will you do Y?)
Acceptance Time (warning, “stepping”/one small step; “reverse stepping” — ask for big commitment and then back off) |
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The translation workplace 
peer agreement (net): +3
