Behavioral Science in Negotiations with Richard Shotton

May 1, 2024

In this episode, behavioral science expert Richard Shotton shares how admitting flaws can enhance trust in negotiations, using precise figures for persuasion, and strategies for visual communication. The power of psychology in negotiation and incorporating honesty and authenticity for successful outcomes are key takeaways from this insightful discussion.

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Introduction

00:00 • 2min

Exploring Behavioral Science and Marketing Strategies

01:34 • 2min

Harnessing Psychology for Effective Negotiations

03:41 • 7min

Exploring the Stolen Thunder Phenomenon in Jury Scenarios

10:41 • 3min

Negotiation Institute Sponsorship, Product Building Insights, and Courtroom Defense Scenarios

13:44 • 3min

Strategically Admitting Flaws in Negotiations

16:32 • 13min

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/

In this insightful episode of "Negotiate Anything," host Kwame Christian welcomes Richard Shotton, an expert in applying behavioral science to marketing and persuasion. Together, they delve into the power of psychology in negotiation, discussing how understanding human behavior significantly enhances negotiation tactics. Listen to Richard share fascinating studies and real-world applications that help bridge the gap between theory and practice. The episode is packed with actionable tips that can transform your negotiation skills and boost your professional impact.

**Listeners Will Learn:**

- How admitting your flaws can enhance trust and persuasiveness in negotiations.

- Why using precise figures rather than rounded numbers can make your proposals more convincing.

- Practical strategies to convey your points in a concrete, visual manner that sticks with the negotiation counterpart.

Buy Now: The Illusion of Choice: 16 1/2 Psychological Biases That Influence What We Buy https://www.amazon.co.uk/dp/0857199749/ref=tsm_1_fb_lk

Follow Richard Shotton on LinkedIn: https://www.linkedin.com/in/richard-shotton/

Contact ANI

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/

Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/

The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/

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