> Can anyone still take the other side in a negotiation (or any other situation, really) seriously if it becomes know that they're trying to pull this parlor trick?

That's why it's so important to know about these things. Once armed with knowledge, it becomes a parlor trick. If you don't know about the techniques, then you're playing at a disadvantage.

I read the author's previous book on influence[1] and it was rigorously researched with confirmable studies. Well worth reading, since it surveys a wide variety of mind hacks people play on us across 8 or so broad categories. It changed the way I thought about all kinds of situations I routinely encounter.

https://www.amazon.com/Influence-Practice-Robert-B-Cialdini/...

Reading or recently finished:

The Book of the New Sun: http://en.wikipedia.org/wiki/The_Book_of_the_New_Sun

Influence: Science and Practice: http://www.amazon.com/Influence-Practice-Robert-B-Cialdini/d...

Self-Editing for Fiction Writers: http://www.amazon.com/Self-Editing-Fiction-Writers-Second-Yo...

Harry Potter and the Methods of Rationality: http://www.fanfiction.net/s/5782108/1/Harry_Potter_and_the_M...

Wraeththu: http://www.amazon.com/Wraeththu-Storm-Constantine/dp/0312890...

Cialdini's Influence: Science and Practice is amazing. It is almost a perfect mix (at least, in my opinion) between rigorous (citing studies) and accessible (using anecdotes, etc).

http://www.amazon.com/Influence-Practice-Robert-B-Cialdini/d...

Unfortunately, most of the best information I have received for psychology came from the two classes I took (Social Psych, and Behavior in Organizations). I learned a tremendous amount, but very little (if anything) from the other books.