Johnson & Wales University Week 9 Reciprocation in Negotiation Questions

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Principle # 1: Reciprocation (The Good Old Give And Take)

What
is Reciprocation?

When
does Reciprocation of Concessions in a Negotiation occur?

Principle
# 2: Scarcity (If I Can’t Have It, I Want It)

Explain
the Scarcity of Commodities:

How
is the Exclusivity of Information beneficial in negotiations?

Principle
# 3: Authority (If an Expert Says It, It Must Be True)

Why
does an Authority convey truth?

Principle
# 4: Consistency

Why
is Consistency important?

-more-

Principle
# 5: Consensus (The Power of the Crowd)

How
does Consensus affect negotiations?

Principle
# 6: Liking

Why
is Liking considered important in the negotiations process?

  1. What did you learn from Dr. Cialdini and his The Power of
    Persuasion    ?

  1. How will this information benefit you in future negotiations?

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