In general, one should be aware of the six principles of persuasion as outlined by Cialdini in Influence: The Psychology of Persuasion of which the "exploding"

In general, one should be aware of the six principles of persuasion as outlined by Cialdini in Influence: The Psychology of Persuasion of which the "exploding" part is an example of "scarcity". These principles are just as relevant to buying a house or car as negotiating for a job. For the record, the six principles are: * reciprocity (hey, they flew you out there, right?) * commitment and consistency (they get you to agree in principle to working for them before they make a concrete offer) * social proof (look at the great people who already work here) * authority * liking * scarcity (this offer is strictly limited) http://en.wikipedia.org/wiki/Robert_Cialdini#6_key_principles_of_persuasion_by_Robert_Cialdini http://en.wikipedia.org/wiki/Robert_Cialdini#6_key_principle...