Part 4: Psychology

It helps to know about human psychology when seated at the bargaining table. If you are unaware of these key principles, you may be vulnerable to common negotiation ploys.

Truth 25: The reciprocity principle

Truth 26: The reinforcement principle

Truth 27: The similarity principle

Truth 28: The anchoring principle

Truth 29: The framing principle

Get The Truth About Managing Effectively (Collection), 2/e now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.