Optimize Persuasiveness Series (3 of 4)

Author: Steven Zolman

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

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