10 3 3

<1 IF ^

Psychological factors of influence during negotiation:

4) LIKING AND SYMPATHY

We submit easier to people we like and know.

We like people for:

•    The generał attractiveness, because it lights up the rest of the qualities

•    Similarity to us: outfit, behaviour, language, lifestyle, experience, value system.

•    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