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 second principle – Commitment and Consistency Our actions tend to be in line with what is consistent with our previous actions. If we make a promise we would not want to break it, especially when we have made that promise publicly and voluntarily. It makes us accountable. Cialdini describes an experiment that had been staged by a psychologist Thomas Moriarty at a beach in New York City. In the study a researcher would put a towel on the beach a few feet away from a randomly chosen individual. The researcher would l