The art of negotiation: Six must-have strategies | LBS

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“Strengthen your management capabilities to lead your business into the future”- Ioannis Ioannou Find out more about our Executive Education programmes: https://www.london.edu/executive-education/programme-search-results#sort=relevancy How do your actions and relationships frame your ability to impact, influence and persuade? Gillian Ku, Professor of Organisational Behaviour, shares six interpersonal principles of how we interact with people that affect one’s ability to influence and persuade others. This lecture will cover: 00:00 Introduction to the 6 interpersonal principles 02:18 Reciprocity 15:05 Commitment and consistency 22:56 Escalation of commitment 24:44 Preventing bias 26:10 Can we ignore sunk costs? 29:05 What is social proof? 32:45 How do you prevent influence tactics? 38:49 What is Authority? 47:35 Agents vs buyers 53:56 Summary About us: London Business School's vision is to have a profound impact on the way the world does business and the way business impacts the world. As well as its highly-ranked postgraduate masters degrees, the School offers Executive Education programmes to international business leaders. London Business School is consistently rated amongst the best business schools globally and is widely acknowledged as a centre for outstanding research. Find out more about LBS: https://www.london.edu/ If you would like to find out more about our Executive Education programmes, watch more videos here: https://www.youtube.com/playlist?list=PLwUU0JAv_Jxij-xfmVQEs1S3n4FzTSoAl Find us on other social channels: LinkedIn: https://www.linkedin.com/school/london-business-school/ Facebook: https://www.facebook.com/LondonBusinessSchool X: https://twitter.com/LBS Instagram: https://www.instagram.com/LondonBSchool/ #WeAreMindsAlive #LondonBusinessSchool #ExecutiveEducation