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...
Business Articles
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...
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,...
How to negotiate your salary
From Chris Voss' "Never Split the Difference" How to Negotiate Your Salary: Be Pleasantly Persistent On Nonsalary Terms. "the more you talk about nonsalary terms, the more likely you are to hear the full range of their options. If they can’t meet your nonsalary...
General Tips for Negotiations
From Chris Voss' "Never Split the Difference" General Tips for Negotiations. "it begins with listening, making it about the other people, validating their emotions, and creating enough trust and safety for a real conversation to begin." (p. 28)"Psychotherapy research...
Get People to say “That’s right”
From Chris Voss' "Never Split the Difference" Get People to say "That's Right!" "Creating unconditional positive regard opens the door to changing thoughts and behaviors. Humans have an innate urge toward socially constructive behavior. The more a person feels...
Get people to say No
From Chris Voss' "Never Split the Difference" Getting People to Say "No", is Better Than Getting People to Say "Yes". (From page 94) "Break the habit of attempting to get people to say “yes.” Being pushed for “yes” makes people defensive. Our love of hearing “yes”...
Show respect for the other person’s opinions. Never say, “You’re wrong.”
From Carnegie's "How to Win Friends and Influence People. Show respect for the other person's opinions. Never say, "You're wrong." "Never begin by announcing “I am going to prove so-and-so to you.” That’s bad. That’s tantamount to saying: “I’m smarter than you are....