Nudge

#2: Five highly effective negotiation tactics

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Apr 13, 2019
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INSIGHT

Power of Precise Numbers

  • Precise numbers in negotiations appear more credible and bring counter offers closer to the initial offer.
  • This happens because precise figures suggest expertise and that the offer has been carefully calculated.
INSIGHT

Going First Can Be a Disadvantage

  • Going first in job interviews or pitches can be a disadvantage due to harsher scoring and unrealistic ideal anchors.
  • Timing influences perception because judges leave room to score better later candidates higher.
ADVICE

Use Gifts and Human Touch

  • Give gifts early in negotiations to activate reciprocity and gain favor.
  • Humanize negotiations by sending cartoons or jokes to build rapport and soften interactions.
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