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Robert Cialdini: The godfather of influence tackles negotiation

All Things Negotiation

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Mastering Negotiation through Influence

This chapter examines the principles of liking and reciprocity from 'Influence,' highlighting their significance in negotiation tactics. It shares practical strategies for building rapport, such as finding common ground and giving genuine compliments, which can substantially lower negotiation deadlocks. Furthermore, it discusses how making the first move and emphasizing long-term relationships can foster collaborative negotiations, backed by psychological insights into authority and social proof.

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