London Business School professor explains reciprocity, social proof, and authority. Get the tactics that top negotiators use.
Introduction to the 6 interpersonal principles
Reciprocity
Commitment and consistency
Escalation of commitment
Preventing bias
Can we ignore sunk costs?
What is social proof?
- ▶ Introduction to the 6 interpersonal principles Preview 2 min
- ▶ Reciprocity 13 min
- ▶ Commitment and consistency 8 min
London Business School
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