All Things Negotiation Robert Cialdini: The godfather of influence tackles negotiation
11 snips
Apr 22, 2025 AI Snips
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Build Rapport Fast
- Build rapport quickly by finding genuine similarities and giving sincere compliments.
- Complimenting someone by assigning a reputation to live up to amplifies influence.
Reciprocity: Give First
- Go first in giving benefits or concessions to trigger reciprocity and get returns.
- Start with what you want in return, like respect or information, to frame the negotiation.
Restaurant's Commitment Anecdote
- Gordon's Restaurant reduced no-shows by 65% by having receptionists ask for a commitment to call before cancelling.
- The key was adding a pause after "Will you please call if you have to change or cancel your reservation?" to elicit a commitment.