Must concessions be reciprocal?

Must concessions be reciprocal? — what studies show, and what they don't.

The research

Study: Cialdini et al. (1975, JPSP)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Practical check in Basel

Define one measurable indicator, test for a month, compare. To go further: explore the Advanced Negotiation training in Basel, or browse our executive and employee training programmes in Switzerland.

In pictures: Advanced Negotiation in Basel

• advanced negotiation
• Basel
• research
• training basel