The Psychology Tricks Lawyers Use in Negotiations

Описание: Lawyers know that humans are psychologically wired to give in to certain types of negotiation strategies. If you want to negotiate like lawyer, or if you don’t want to get taken advantage of, then you MUST learn these 4 negotiation techniques.

Chapters:
00:00 – Using Psychology to WIN Negotiations
00:20 – Reciprocity – Invest in Winning
01:26 – Commitment and Consistency
02:55 – Social Proof – Let Others Back You Up
04:11 – Scarcity – Get it while you can
05:38 – Your next Negotiation

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You’re not very good at negotiating, but you can become a master negotiator like a seasoned attorney!

There are 4 key psychological strategies that are guaranteed to give you the edge. Whether you're negotiating a business deal, a salary, or a personal agreement, these winning strategies will help you achieve your goals and come out on top.

Reciprocity – Invest in Winning

The first principle is Reciprocity. Reciprocity works on the idea that people feel compelled to return favors. But how does this work in negotiations?

Example in Practice: Start by offering something of value. This could be information, a concession, or even a small gesture of goodwill that benefits the other party. For instance, offer food, drink, or even just a stick of gum at the outset.

In a legal setting, you might provide a draft agreement with some terms that are favorable to them or a heads-up on an area you’re flexible with. This way, you initiate a give-and-take dynamic, encouraging them to reciprocate when it’s time to compromise; especially when it comes to those areas that truly care about.

Why It Works: Reciprocity taps into a social norm that most people feel obligated to follow. This principle is especially helpful when you’re at an impasse or need a bit of goodwill to move the negotiation forward.

Remember, though, the key is to offer something genuine. Empty gestures can backfire, but if your goodwill is genuine, you’ll find that the other party is more willing to meet you halfway, making the whole process more collaborative.

Commitment and Consistency

Once people make a commitment—big or small—they’re psychologically inclined to stick to it to maintain consistency. They don’t mean to do it, but they can’t help it! You can use this principle by getting the other party to agree to small points before moving on to bigger issues.

Example in Practice: Imagine you’re negotiating the sale of a car privately through Craigslist or Facebook Marketplace, start by getting the buyer to agree on smaller aspects first.
For instance, ask if they like the car’s color, interior, fuel efficiency, or safety features. Something. ANYTHING!

Once they agree on some of these smaller elements, they’re subconsciously committing to the car itself. You could say, “Since you’ve mentioned you love the color and the fuel efficiency is ideal, this car is really a perfect match for you.” By getting the buyer to commit to these details, they’re more likely to feel consistent with their initial preferences and agree to a higher price.

On the flip side, if you’re negotiating the purchase of a car from a dealership, beware of these tactics that they’re likely to use on you.

Why It Works: Humans tend to want to be seen as consistent, especially if they’ve already voiced agreement. This method helps build a framework of agreed-upon terms that can reinforce your arguments on the more complex issues. When people feel they’ve already said “yes” to part of your position, they’re psychologically more likely to support the rest.

The goal here isn’t manipulation; it’s about creating a foundation of trust. By aligning on smaller points, you pave the way for smoother, more collaborative negotiations on the larger items.

Social Proof – Let Others Back You Up

Social Proof leverages the power of influence from others. People tend to look to others to validate their choices, especially in uncertain situations. Remember, people feel safer in the herd. This can be invaluable in negotiations when peer pressure might get the job done.

Example in Practice: When negotiating a pay raise, you can use social proof by referencing similar positions within the company or industry benchmarks.

For example, you might say, “I’ve noticed that other teachers with similar roles and responsibilities are paid at a higher rate. Based on my experience and contributions, I should be paid similarly.” By showing that others in comparable positions receive higher pay, you’re providing validation for your request. This creates a precedent, making your request feel reasonable and well-supported, while subtly implying that aligning with industry or company standards is fair.

Why It Works: Social proof taps into a powerful psychological..

Music:
Anno Domini Beats – Warzone
Music provided via YouTube Studio Audio Library