Bargaining for Show Erodes Trust
Bargaining for show erodes trust — what the studies show, and what they do not.
The Research
Cialdini (2009, Influence) describes the door-in-the-face technique: an exaggerated request followed by a calculated concession.
The Limitation
Research on persuasion; its application to business negotiation remains open to discussion.
The Nuance
An absurd initial request can secure a concession — and ruin the relationship going forward. (our executive and employee training programmes)
Practical Implication, Testable in Neuchâtel
Make requests that can be defended with facts, and be able to explain each one publicly. To go further: explore the Advanced Negotiation training in Neuchâtel in the canton of Neuchâtel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Neuchâtel
- advanced negotiation
- Neuchâtel
- research
- training neuchâtel