The_Essential_Manager_s_Handbook

410 / CONDUCTING NEGOTIATIONS

97 %

of people will agree to a

request even if the reason

does not make sense

98 %

of people will agree to a

request if given a reason

Offering small concessions

Making small unilateral concessions can

be a successful way to influence your

counterpart. Negotiators feel obligated

to reciprocate, no matter how big or

small the concessions are. Even a small

concession on your part can help the

other party to comply. The more

beneficial your concession is to the other

side, the more likely they are to feel

obliged to return the favor.

US_410-411_Being_persuasive_2.indd 410 30/05/16 3:07 pm