10 3 3 1

Psychological factors of influence during negotiation:

1) AUTHORITY

4) LIKING AND SYMPATHY

2) SOCIAL EVIDENCES OF

BEING RIGHT

3) INVOLVEMENT AND

IT5 CONSEQUENCES

4) LIKING AND SYMPATHY

5) REPAYING

6) UNAVAILABILITY

•    Compliments: we like those who like us, who flatter us

•    Contact and cooperation: we like those, who we keep in touch with

•    Association: with something we like (good information, event, smell) results in a better attitude.

Conclusions for a futurę negotiator:

•    Take care of your appearance and attractive lifestyle

•    During a meeting, look for similarities and create them by adjusting to the partner

•    Find something in your partner and their environment, what you can flatter

•    Cooperate with your partner also in reaching their aims

•    Appeal to your partner’s needs, their values system, likings, style etc.