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