Negotiation Mastery by Simon Horton

Author:Simon Horton
Language: eng
Format: mobi
Tags: win-win, negotiation, negotiating
ISBN: 9781780922577
Publisher: MX Publishing
Published: 2012-09-23T14:00:00+00:00

A new dolphin would enter the pool, swim around and, when it did something interesting like jump out of the water, she would throw it a fish. The dolphin would be pleased but would not make the connection.

A little later, it might jump out of the water again and again she would throw it a fish. The same a third time and perhaps by now the dolphin would make the connection and start continuously jumping out of the water.

Once that trick had been learnt, Pryor would stop rewarding it. The dolphin would be confused - “Hold on, why aren’t I getting any fish?”. But maybe it would do something else interesting, swim on its back, for example, and Pryor would reward that. “Hmm,” thought the dolphin. It would swim on its back again and get another fish. “Now, I’m getting fish for swimming on my back. What’s going on?”. Of course, once it had learnt that trick, too, Pryor would stop rewarding it. The dolphin would be confused again.

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