4The Key Factors (And Mistakes) Of A Successful Negotiation Let’s talk about where negotiation fits into the world of persuasion and the difference between the two. Persuasion occurs when your ideas are so convincing that the other party adopts…
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Episode 467 -The Key Factors (And Mistakes) Of A Successful Negotiation
Posted in Podcasts Tagged with: blunders of negotiation, DITF, electric shock alone in room study, first one that talk loses, kurt mortensen, maximum influence, negotiation prep, odd numbers, position vs problem, Power Negotiation, range of acceptance, reciprocal concessions, the game of negotiation, using silence, what is win-win
Episode 448 – DITF – When, How, Can It Backfire (Door In The Face Technique)
DITF – When, How, Can It Backfire (Door In The Face Technique) “Door-in-the-face” is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence…
Posted in Podcasts Tagged with: cialdini, DITF, Door In The Face Technique, first vs second request, follow up with smaller request, kurt mortensen, law of contrast, maximum influence, negotiation first offer, reciprocal concessions, social responsibility model, start high negotiation, when to get no in negotiation, when to make the first offer
Episode 6 – Negotiate Like A Winner!
We’ve all experienced it. That nervous, unsettling feeling right before we start to negotiate. Leading up to a negotiation, most of us expect conflict. We expect to have to give up valuable things that we don’t want to lose. But…
Posted in Podcasts Tagged with: kurt mortensen, maximum influence, MIT, persuasion iq, reciprocal concessions, steve olson, strategic negotiation