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We apply the psychology behind influence and persuasion. For good reason, it's vastly under used today. Harvard research consistently shows that over 83% of a result is likely to have been determined even before the parties think they've started negotiating.
Yet given how we’re wired, it's unsurprising. Unaware of our assumptions, we fix on ideas, limit expectations of what's possible and having unconsciously made our minds up, self fulfilling prophecy does the rest.
Aware of this, wise negotiators use subtlety to anchor ideas, nudge opinion and create expectations. All as part of a careful strategy. And all before a 'negotiation' is thought to have begun.
Welcome to what we teach you at Negotiation Alchemy.
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