“The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.”
Quote by Robert Cialdini
Work
Influence: science and practice
This book delves into the science behind influence, examining various techniques and strategies that individuals use to persuade and convince others. It provides insights into the psychological underpinnings of influence and offers practical advice for understanding and utilizing these principles in everyday life. more
Author
Robert Cialdini
Robert Cialdini is a renowned psychologist and author, known for his pioneering research in the field of persuasion and influence. Born on April 27, 1945, he is a professor of psychology at the University of Arizona and an authority in the field of persuasion. more
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Source: Influence: science and practice
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