Strategy 3: Issue Token Gifts
Optimize persuasiveness
- Low-cost token gifts.
- Agree to meet at time or location that’s more convenient for the Supplier
- Arrive at talks with coffee to share with your counterparts
- Concede First.
- Open the dialogue and begin substantive discussions by agreeing to a small request made by the other side
- Communicate Effectively.
- Your counterpart is more likely to feel compelled to reciprocate in substantive ways if you make your concessions salient
- Make sure they know you agreed to meet in their preferred location despite the inconvenience for you
- Your counterpart is more likely to feel compelled to reciprocate in substantive ways if you make your concessions salient
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