10 3 4

sychologica! factors of influence during negotiation:

6) UNAVAILABILITY

5) REPAYING

People generally feel strong commitment to repay, when they get something. It is connected either with items and favours (even those, they did not ask for). To get rid of our gratitude commitment, we sometimes return much morę than we got.

Conclusions for a futurę negotiator:

•    Remember that compliment, favour, interest, kindness, smile, additional help for the partner of the talk are also gifts, which can be committing.

•    The closer relationship with the Client is, the morę non -materiał should be our gifts