Invoke the Power of Reciprocity - A major influencing force identifiable in all cultures is the social expectation of reciprocity. If I do something for you then you will do something for me.
This translates into what negotiators call the Conditional Offer concession exchange technique. The above examples show the technique in operation.
However, many negotiators get the formulation wrong. This is because they seek to pressure the other party to give first before being willing to give back.
Learn more here: negotiate.org/how-to-exchange-concessions-in-negotiations/
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