Reciprocation - when someone does something nice for us, we feel the need to do something nice for them.
Trading off issues - you give in on things you know they care about (but you don't so much), good odds it'll happen in reverse. Win win.
Contrast Principle (real estate - show the bad ones first -"setup" properties - known tactic.)
When you negotiate, you need to always keep in mind the big picture of what your client wants to achieve, and always come back to it, to avoid the trap of being lost in the details Maggy Baccinelli
Page created on 6 Jun 2020