14.
Influence the other side
In this chapter you will learn:
- A number of psychological strategies for influence when negotiating.
- The advantages of employing strategies when you are negotiating.
- How to close the deal early using the commitment strategy.
- How language affects you and the other side.
Introduction
I have always been a massive fan of psychology, what makes people tick. That is why I have always looked carefully at the highest achievers in their fields, the people whose research has and will make a massive difference to others.
Some have been psychologists, like Robert Cialdini; others have been students of psychology and, like me, students of the highest achievers. I have no claim to fame but Richard Bandler, John Grinder, ...
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