Cialdini's six principles of persuasion

(Power framework) 1. Liking principle: People are more affected by those they like. In a negotiation situation you should therefore try to identify similarities between the parties. 2. Authority principle: People are affected more by those they perceive have a lot of authority. Conveying your authority, like a doctor hanging up their certificate, can thus help you with persuasion. 3. Scarcity principle: The scarcer the resource, the more attractive. As a negotiator you should try to describe your solution as unique, as a scarce resource. 4. Consistency principle: If you make an initial decision it is far more likely you will stand by this if you write it down or express it publicly. 5. Reciprocity principle: People give back what you give to them, which applies to attention, respect etc. 6. Principle of social proof: By pointing out how other people/companies etc have acted in similar situations, you increase the chance of the counterpart to agree.