10 3 2

'sychological factors of i

luence during negotiation:

r

1) AUTHORITY

2) SOCIAL EVIDENCES OF

BEING RIGHT

3) INVOLVEMENT AND ITS CONSEQUENCES

4) LIKING AND

SYMPATHY

5) REPAYING

6) UNAVAILAB!LITY

3) INVOLVEMENT AND ITS CONSEQUENCES

Our need for accordance of our beliefs, statements expressed in public, with our acts is so great that we strongly protect our statement. Once involved we maintain our involvement in a particular case. 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.