- Use mirroring and labelling to build rapport and extract information.
- Good negotiators want to hear “no” — it makes the other party feel in control.
- Use open-ended calibrated questions starting with “how” or “what” to shift positions.
- Follow the Ackerman model: start at 65% of your target and raise in decreasing increments.
- Keep emotions in check and always summarise until you hear “that’s right.”
- A skeuomorph is an object that retains design features that are no longer functional.
- The tiny handle on maple syrup bottles mimics the larger jugs historically used for storage.
- Other examples include phone icons, candle-shaped light bulbs, and many computer UI elements.
- The fundamental attribution error is the tendency to over-attribute behaviour to personality rather than circumstances.
- People underestimate how much situational factors influence others’ actions.
- This is a well-documented cognitive bias from psychology.
- The conjunction fallacy is the mistaken belief that specific conditions are more probable than a single general one.
- Adding conditions can only reduce or maintain probability, never increase it.
- This is a well-known cognitive bias studied in rationality and decision-making.