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In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. [ 1 ]
A strategy does not emerge all at once, but over time as a result of consistent patterns of interaction. A forcing strategy generally involves taking a "distributive" or win–lose approach to the negotiations, combined with a " divide and conquer " approach to internal relations in the other side, and an attitudinal approach that emphasizes ...
According to professors Victoria Husted Medvec (from Northwestern University) and Adam Galinsky (from Columbia University), three equivalent offers can be a good strategy; “they describe a software company that began initiating in financial negotiations by presenting three equivalent software packages to its clients at once: for example, a $1 ...
The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases, [1] [2] [3] [4] [5] [6] that lays ...
Now is the time to roll up your sleeves, find the most consistent earners, with the best product or services, with proven management teams that deliver fundamental results. Time for quality, cash ...
The door-in-the-face technique is a compliance method commonly studied in social psychology. [1] [2] The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the respondent's face.
WASHINGTON (Reuters) -U.S. President Joe Biden believes a Palestinian state should be achieved through negotiations, not unilateral recognition, the White House said on Wednesday after Ireland ...
If you think this system is unsustainable, then what you need is a devaluation of the dollar coupled with a reset to a more sustainable strategy. Like the 70s, this would primarily benefit the U.S.