Pebbles of Perception: How a Few Good Choices Make All The Difference by Endersen Laurence

Author:Endersen, Laurence [Endersen, Laurence]
Language: eng
Format: azw3, mobi, epub
Published: 2014-10-31T16:00:00+00:00

While the science of negotiation tends to be associated with specific transactions, the science of influence is more broad based.

The Science of Influence

When it comes to the topic of influence the best thing I can do for readers is to suggest they read Cialdini’s Influence: The Psychology of Persuasion. In his enlightening book, Cialdini introduces six principles of influence. The principles are very firmly grounded in human psychology.

Principle One: Reciprocation. When you give something to someone they feel obliged to give something back in return. If you want to receive, give first. The best salespeople use this all the time. They give value first.

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