Toward the end of Chapter 4 of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them while discussing the fifth step to being a great negotiator, I mention studies on positive impact on results of holding high expectations and reference the Pygmalion or Rosenthal effect. Here is the Wikipedia link to that work -
I put this list of negotiating tactic together for a presentation several years ago, sourcing them from books, articles and on-line resources. It blew my mind how many of them there were and how many of those were manipulative and inauthentic. Frankly, because I do not teach or focus on tactics and counter-tactics, there are some on this list that at this point I don’t even remember what they are.
The reason for including this list here and mentioning it in Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them is only to illustrate how ridiculous it would be to spend time learning all of these as many are inauthentic and ineffective and as your time is much better spent on doing the necessary inner work and learning how to attain and maintain CDE, the three keys to true negotiating success, and the other things I teach in the book before spending any time on even the few that are not inauthentic and have any value. The other reason to review these tactics is to understand and know how to deal with them when other less authentic negotiators try to use them against you.