Negotiation strategies that make money

The book influence by Robert B. Cialdini, PH.D. has become an international bestseller. This book on persuasion explains why people say ‘yes’ and how to apply this knowledge. He discusses six common principles which he also calls mental short cuts as we rely on mental short cuts every time we are faced with a decision. He explains how to use these principles, how to become a skilled persuader and how to defend yourself from them. In this post we will discuss the first principle – RECIPROCITY Picture the scene, you are going out for coffee with a colleague and you are paying for the coffees. What is your colleague’s most likely reaction? ‘Thank you for the coffee, I will get it next time’. This is the law of reciprocity that is applied in most situations meaning if I give you something you feel obliged to give me something in return. In negotiation this rule is essential. When we negotiate, we start with a more extreme demand first so we can then concede. If you concede fir