This episode covers the work of Robert Cialdini in his books Influence and Pre-Suasion and other researchers. This covers part of an interactive exercise given by live workshops by Martin Medeiros and is covered in depth in his online course of negotiation. This involves the tactical subsystem taught by Martin Medeiros.
Like what you're hearing? You're going to love 161 Negotiation Tactics.
For a more in-depth look at detailed mechanisms to influence, listen to #13.
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