10 3 2 1

Psychological factors of influence during negotiation:

2) SOCIAL EVIDENCES OF

BEING RIGHT

3) INVOlVEMENT AND ITS CONSEQUENCES

4) LIKING AND

SYMPATHY

5) REPAYING

6) UNAVAILABILITY

3) INVOLVEMENT AND ITS CONSEQUENCES

we maintain our involvement in a particular case. 5

Our earlier submission (e.g. doing someone a little

favour) increases the chance of doing a much

greater favour in the futurę.

Conclusions for a futurę negotiator:

•    lnvolve your partner into the talk, e.g. by leading it in a way that encourages them to speak morę

•    Make them interested in your offer

•    When you recognise real needs and the way of thinking of your partner, ask him confirming questions, that is questions which cause your partner to agree with you.

•    Create opportunities for the other party to enumerate and describe in their own words the advantages of your offer.

•    While making a request, justify it, because people like to know the reasons why they help you.