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Consistency (negotiation)
In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The ''consistency principle'' states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. Robert Cialdini and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book ''Influence Science and Practice ''Influence: Science and Practice'' () is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key pre ...'', this principle states that people live up to what they have publicly said they will do and what they have written down. Cialdini encourages people to have others write down their commitments as a route to h ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Negotiation
Negotiation is a dialogue between two or more people or parties to reach the desired outcome regarding one or more issues of conflict. It is an interaction between entities who aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains. The goal of negotiation is to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. Distributive negotiations, or compromises, are conducted by putting forward a position and making concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Consistent
In classical deductive logic, a consistent theory is one that does not lead to a logical contradiction. The lack of contradiction can be defined in either semantic or syntactic terms. The semantic definition states that a theory is consistent if it has a model, i.e., there exists an interpretation under which all formulas in the theory are true. This is the sense used in traditional Aristotelian logic, although in contemporary mathematical logic the term ''satisfiable'' is used instead. The syntactic definition states a theory T is consistent if there is no formula \varphi such that both \varphi and its negation \lnot\varphi are elements of the set of consequences of T. Let A be a set of closed sentences (informally "axioms") and \langle A\rangle the set of closed sentences provable from A under some (specified, possibly implicitly) formal deductive system. The set of axioms A is consistent when \varphi, \lnot \varphi \in \langle A \rangle for no formula \varphi. If there ex ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Robert Cialdini
Robert Beno Cialdini (born April 27, 1945) is an American psychologist and academic. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University, as well as at the University of California at Santa Cruz. Education Cialdini received his Bachelor of Science degree from the University of Wisconsin–Milwaukee in June 1967. He then went on to Graduate studies in Social Psychology at the University of North Carolina and earned his PhD in June 1970 and received Postgraduate training in social psychology at Columbia University. He has held visiting scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Work He is best known for his 19 ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Influence Science And Practice
''Influence: Science and Practice'' () is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. A seventh lever on "unity" has been added to the most recent edition. To date, the book has sold over two million copies and been published in 25 different languages. The findings in the book are backed up by empirical studies conducted in the fields of psychology, marketing, economics, ant ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
