Summary of The art of negotiation: Six must-have strategies | London Business School

00:00:00 - 00:55:00

The video discusses six strategies for negotiating, including using reciprocity, commitment, and consistency. It also explains how to use influence tactics such as bumper stickers and petitions.

• 00:00:00 The video discusses six principles of interpersonal influence, including reciprocity, which can be used in negotiations. The video also provides an American example of the principle.
• 00:05:00 The video discusses the art of negotiation, six must-have strategies, and how reciprocity can be an effective tool.
• 00:10:00 The video discusses the art of negotiation, and provides six must-have strategies for success. One of the strategies is to have a ready excuse should someone try to foist a gift or favor on you, and another is to have organizational boundaries in place to avoid being influenced by others.
• 00:15:00 The video discusses six must-have strategies for negotiating, including reciprocity, commitment, consistency, and influence tactics such as bumper stickers and petitions. The guest explains that these techniques tap into different psychological ideas, making the negotiation more powerful.
• 00:20:00 The "foot in door" technique is a technique used to get someone to do something for you by first getting them to commit to doing it. The study found that when people are committed to something, they are more likely to continue doing it even if the situation gets harder.
• 00:25:00 The video discusses the importance of negotiation, and six must-have strategies for success. The strategies include being very concrete and objective in data, ignoring sunk costs, finding an alternative path, and proofing social proof. It discusses the difficulties of being objective and concrete in a conversation, and the importance of finding an alternative path if a commitment becomes no-go.
• 00:30:00 The video provides tips on how to negotiate better, including the importance of being likable and the power of positive social proof. It also discusses how to prevent negative social effects from happening.
• 00:35:00 The video discusses six strategies for negotiating, including wearing clothes that represent authority, being polite, and seeming competent. It notes that men are generally perceived as more competent than women, and that this can lead to problems with airplane accidents.
• 00:40:00 The video discusses six must-have negotiation strategies, including building rapport, using positive reinforcement, using threats, using concessions, and using pressure. The video also mentions the Milgram experiments, which show that a very small percentage of people are psychopaths and sociopaths, who are the only ones who are capable of going all the way to 450 volts in an electric shock experiment.
• 00:45:00 The video discusses the importance of understanding one's motivations for actions, and the different psychological motivations that can lead to different outcomes in negotiations. It also discusses the importance of setting clear boundaries and safeguards for those involved in negotiations, in order to avoid auction fever.
• 00:50:00 The video discusses the art of negotiation and six must-have strategies. One of the strategies discussed is the use of clear bottom lines, which will prevent you from getting a bad deal, but may not help you to get a good one. Another strategy is the use of time, which can be used to influence and persuade people.
• 00:55:00 The video discusses six strategies for influencing and persuading others. These strategies include appealing to people's emotions, gaining their trust, and using incentives.