The art of negotiation
🏷️ Tào lao
Reciprocity
Do a favor for people first and they will try to repay what you has provided them
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Defuse:
- Reject the gift
- Accept, but be wary; if a trick, redefine relationship
- Have a ready excuse or say “Let me think about your offer”
- Organizational limits to what gifts employees can accept
Commitment and consistency
Be consistent to the choice
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Defuse:
- Ignore sunk costs
- Have a neutral party check your judment
- Avoid public commitments unless you are certain
Social proof
People follow someone who is like them
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Defuse:
- Don’t just follow the crowd
- Understand your motivations for doing something
Liking
People easily say yes to more likable people
Authority
People tend to say yes to people who are in position of authority (uniform, title…)
Scarcity
People tend to assign more value to opportunities when they are less available
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Defuse:
- Beware an andrealin rush, take a break
- Understand your motivations