10 3 1

1

Psychological factors of influence during negotiation:

T

'	1) AUTHORITY
2)	SOCIAL EVIDENCES OF BEING RIGHT
■ 3)	INVOLVEMENT AND ITS CONSEQUENCES
	4) LIKING AND
SYMPATHY
5) REPAYING

6) UNAVAILABILITY

2) SOCIAL EVIDENCES OF BEING RIGHT

In uncertain situations, when we do not feel

confident, we often copy the behaviour and beliefs of

the other people, especially those similar to us.

Conclusions for a futurę negotiator:

•    Show evidences of the popularity of your products and services

•    Use examples of positive decisions of your clients and their satisfaction

•    Use recommendations of people important to your interlocutor.