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By: Amit Patel & Dennis P. Stolle Researchers have been studying the factors that influence us to say “yes” to requests for decades. There is a science to how we are persuaded and a lot of the science is surprising. A key figure in persuasion research is Dr. Bob Cialdini, author of a book called … more »
Whether buying a car, haggling with a child over bedtime, or trying to lock down a big business deal, negotiation is a certainty in our lives, and for many of us, essential to our work. With so many driving factors, any appreciable edge can prove crucial to success. Where can we look to find that … more »