The art of negotiation: Six must-have strategies | LBS

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How do your actions and relationships frame your ability to impact, influence and persuade? Gillian Ku, Professor of Organisational Behaviour, shares six interpersonal principles of how we interact with people that affect one’s ability to influence and persuade others.

This lecture will cover:
00:00 Introduction to the 6 interpersonal principles
02:18 Reciprocity
15:05 Commitment and consistency
22:56 Escalation of commitment
24:44 Preventing bias
26:10 Can we ignore sunk costs?
29:05 What is social proof?
32:45 How do you prevent influence tactics?
38:49 What is Authority?
47:35 Agents vs buyers
53:56 Summary

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