Effective Negotiation Training - Karrass
 
About Karrass Karrass Negotiating Seminars Negotiation Glossary Corporate Training Partial Clients List of Karrass Locations - Dates - Prices
Corporate Discounts Negotiation Strategy Industries FAQ's about Seminar Registration Client Testimonials Contact Information Tip of the Month Client Portal Negotiation Space Blog

 

Cognitive Balance

"A psychology theory that says if I like Joe and you like Joe, we are likely to find other things we both like. This principal applies to the attitudes of people towards other persons, objects, or ideas. It also works in reverse. If I like Joe and you don't like Joe, we will have trouble getting together on other issues."

 

Return to the Negotiation Glossary