The truly gifted negotiator, then, is one whose initial pos… - Robert B. Cialdini

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The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal 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.

Robert B. Cialdini

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Alternative Names: Robert Cialdini • Robert Beno Cialdini

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Without question, when people are uncertain, they are more likely to use others’ actions to decide how they themselves should act.

Now, during the tourist season, she first tries to speed the sale of an item that has been difficult to move by increasing its price substantially.

people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yiel… - Robert B. Cialdini

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