When I teach negotiation, I pull out the Six Principles of Persuasion by Dr. Robert Cialdini (a professor and sociologist) and we discuss two things: the students’ own experience with being persuaded (or not) and how they might use these principles in negotiations and at work, in general.
Here are the big six:
· Reciprocity
· Scarcity
· Authority
· Consistency
· Consensus
· Liking (people)
Let me explain each one and how they may be used “against” you to be persuaded and even (gasp) manipulated.
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