Psychological Tools

This checklist of psychological tools you can use during future negotiations is explained (with many examples) in Chapter 7, “Use Psychological Tools—and Avoid Psychological Traps,” in Negotiating for Success:

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Remember that these tools can become traps when the other side uses them.

1. Don’t assume that you are negotiating over a fixed pie (and avoid reactive devaluation).
2. Use anchoring in developing a first offer strategy.
3. Avoid overconfidence when making negotiation decisions.
4. Frame the other side’s choices to your advantage.
5. Look beyond easily available information.
6. Look at negotiations from the other side’s perspective.
7. Encourage reciprocity from the other side.
8. Use the contrast principle.
9. Don’t lose sight of the big picture—the gorilla in the room.