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 sixth principle – Authority When we were little, we had to learn that we need to obey to authority and that disobeying is punishable. The first lessons come from our parents then we continue to get the messages of obedience at school and it continues through our lives. The power and the value of obedience lies within our culture. How often do we hear someone saying: ‘This is against the law’; or ‘This is not allowed’. We often don’t question it as to why we are not allowed to do something, we just comply. As adults...

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 fifth principle – Liking It is no surprise that we like to buy from people we like and that are similar to us.  This is highly exploited in the market and influences us to buy more than what we initially wanted. Cialdini uses the Tupperware party to illustrate the exploitation of the principle of liking. Tupperware uses all the weapons of influence such as reciprocity , you either win a price or get a gift which makes you feel obliged to purchase something.  Commitment , each party participant is ask...

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 fourth principle –Scarcity – the rule of the few When something becomes scarce then the opportunity or item becomes more valuable. Imagine you are having a face to face discussion with someone and suddenly your phone rings. You now have the choice to not answer the call and continue with the conversation or to interrupt the conversation and answer the call. If the caller is someone who is hard to get and this is your chance to speak to the caller then you will most likely interrupt the face to face conversation and pic...

There are several ways in which people are motivated to work harder, be better employees or citizens and make better decisions, which is through incentives.   The first type of incentives one would think of is money. While money can be a powerful motivator, money is not entirely effective as people crave for more than that. “Money never made a man happy yet, nor will it. The more a man has, the more he wants. Instead of filling a vacuum, it makes one.” – Benjamin Franklin In order to fill the vacuum people are not only motivated by money. Yes, money is a necessity and we work to pay our bills; we are also motivated for other reasons. We are motivated by fulfillment of our work, social rewards, social approval and respect. Some might be driven by moral incentives such as doing good by working for a not for profit organisation or an NGO. In behavioural economy these incentives are categorized in either intrinsic or extrinsic motivations. Extrinsic motivations are mot...

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 third principle of influence – Social proof The principle of social proof works because we are social creatures and we are therefore more likely to do something if other people are doing it too. At the same time, we are also not likely to do something if no one else is. Social proof can come in many ways; we are all influenced by it one way or another. Influencer approval A thought leader or influencer/celebrity approves a product or service. If George Clooney drinks Nespresso, then it must be good. Testimoni...

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...

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...