Nov 202010
 

Great video by Zach Davis on the power of reciprocity.  Plus, why the tired old line “Can I buy you a drink?” works.

The Power of Reciprocity: Psychology of Persuasion | The Good Badger. (zrdavis.com)

Aug 142010
 

negotiation techniguesA condensed list of negotiation skills and tips from studies, skilled negotiators, and personal experience.

Lists of skills and techniques are helpful, but they can’t replace self-confidence and actual negotiating experience that are so valuable in negotiations. Don’t despair if you’re lacking in these. They’re helpful, not essential. If you’re nervous, it helps to remember that the other party may have the same feelings.  If the other party is deceptive, avoid them.

Now the list:

  • First, the obvious: Prepare!  Learn as much as you can about the other party’s needs, expectations, and personalities, as well as existing contracts, risks issues, your needs and bottom line…
    • Preparation builds self-confidence and helps you stay focused.
  • Practice for the actual negotiation using a mock trial.
  • Know the six techniques of influence* and how to protect yourself when they are used to manipulate.  Continue reading »