negotiation strategy

The Language of Persuasion – Stuart Schmidt

I found this old gem over at Academia.edu, from an author named Stuart Schmidt. This paper’s pretty cool. The most intersting thing I picked up from this is the fact that people use a HARD tactic when resistance is anticipated. Bosses anticipate anarchy, and order their subordinates to comply. Consumers may sometimes feel like that when dealing with sales reps. I dunno. Seemed kinda interesting.

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