CHAPTER THREE Practical Psychology to Influence Any Negotiation
So far, we’ve covered the importance of developing your mindset and preparing yourself and your team for negotiating. In this chapter, we’ll go behind the curtain and look at some of the psychology that underpins what we do. You will learn the practical tools, grounded in neuroscience and forged in real-world negotiations, that you can apply in your everyday life, enabling you to win every time. Specifically, we will cover the following:
- Technique 7: First moves: Establishing your communication strategy
- Technique 8: How it all works: The science behind negotiation
- Technique 9: Proactive listening, establishing rapport, trust-based influence
Technique 7: First Moves: Establishing ...
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