9 Traps in Decision Making The Storytelling Trap"Storytelling makes us construct a coherent story from a selection of facts. But this is never the only possible story, and it can lead us into error." (p. 35) The Imitation Trap"Attribution error leads us to attribute...
Andy
Favorite Quotes from “You’re About to Make a Terrible Mistake.”
Oliver Sibony's "You're About to Make a Terrible Mistake!" Favorite Quotes From "You're About to Make a Terrible Mistake" "Even if you are a competent, careful, and hardworking executive, you might end up making avoidable, predictable mistakes. This is precisely the...
Social Proof Principle
From Robert Cialdini's "Influence" Social Proof Principle "The principle of social proof states that we use information about how others have behaved to help us determine proper conduct for ourselves. But as the dropped-wallet experiment showed, we are most influenced...
Commitment and Consistency Principle
From Robert Cialdini's "Influence" Commitment and Consistency Principle. "Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways...
Reciprocity Principle
From Robert Cialdini's "Influence" The Reciprocity Principle. "The rule says that we should try to repay, in kind, what another person has provided us.""If a woman does us a favor, we should do her one in return; if a man sends us a birthday present, we should...
Contrast Principle
From Robert Cialdini's "Influence" Contrast Principle "the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it...
How to Negotiate Your Rent
By Chris Voss' "Never Split the Differenece" How to Negotiate Your Rent. (p. 208) Mishary- "At their meeting, Mishary laid out his situation. His experience in the building had been really positive, he said. And, he pointed out, he always paid on time. It would be sad...
Getting to Yes by Roger Fisher
From Amazon's description: "Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of...
Use the Ackerman Bargaining Technique
From Chris Voss' "Never Split the Difference" Use the Ackerman Bargaining Technique. (p. 206) Set your Target PriceSet your first offer at 65 Percent of your target priceCalculate three raises of decreasing increments (85, 95, 100)Use lots of empathy and different...
How to negotiate your flight
From Chris Voss' "Never Split the Difference" How Ryan negotiated his way to get on a flight that seemed booked. (p. 69) To start, watch how Ryan turns that heated exchange to his advantage. Following on the heels of an argument is a great position for a negotiator,...