Yes! It’s counter-intuitive, but when you make a concession during a negotiation, you have a huge opportunity to gain influence. Dr. Robert Cialdini identified this strategy in his Reciprocation Principle. Why does this work?
WHEN SOMEONE RECEIVES A GIFT, IT TRIGGERS THE URGE TO RECIPROCATE.
Have you ever received an unexpected holiday gift? Did it trigger your desire to give something back? The same is true in business. The unconscious registers a concession as a “gift.” Here’s how you can leverage this principle to gain influence.
FIND A POINT TO CONCEDE BEFORE ASKING FOR SOMETHING YOU VALUE.
I recently gave this advice to one of my executive coaching clients. He was reluctant to concede any item before his management leadership committee because he felt it showed weakness. I challenged him to try it one time. . .
The committee had been stalled on making any decisions for weeks. Once he made a concession, everything fell into place on several items. My client won decisions he considered most important, and it helped him repair relationships damaged in previous contentious meetings. He was stunned how one concession turned things around.
HOW COULD YOU LEVERAGE MAKING A CONCESSION IN BUSINESS?