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How might the reciprocity principle of influence be used against you in a negotiation in which you don t have any objective information to establish
How might the reciprocity principle of influence be used against you in a negotiation in which you dont have any objective information to establish how much something is worth?
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The person tells you they are an expert and asks you to trust them
The person makes a small concession followed by a big one
The person flatters and praises you to persuade you to believe that their offer is reasonable
The person uses positional bargaining
The person makes an extreme first offer, then makes a concession you will accept because it seems reasonable in comparison to the first offer
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Essentials of Management
Authors: Andrew J. DuBrin
9th Edition
538478233, 2900538478235, 978-0538478236
