Sublime

The first offer and counteroffer are followed by the usual dance of concessions between the parties to see if they can bridge the gap. The norm here is reciprocity: you make a concession, then I make a concession, then you make a concession again, and we go back and forth until we reach either a deal or an impasse. In managing this dance of concess

The reciprocation rule brings about mutual concession in two ways. The first is obvious. It pressures the recipient of an already-made concession to respond in kind. The second, while not so obvious, is pivotally important. Just as in the case of favors, gifts, or aid, the obligation to reciprocate a concession encourages the creation of socially d

In sum, to the pragmatist buyer, the most powerful evidence of leadership and likelihood of competitive victory is market share. In the absence of definitive numbers here, pragmatists will look to the quality and number of partners and allies you have assembled in your camp, and their degree of demonstrable commitment to your cause.

The single greatest objection for any product or service being sold is...drum roll...risk. Risk that it doesn’t do what it’s supposed to do for them. Therefore, reversing risk is an immediate way to make any offer more attractive. You will want to spend a disproportionate amount of time figuring out how you want to reverse it. That being said, how

To sum up: An ounce of well-grounded personal trust in a business partner based on demonstrated generosity is worth many pounds of contractual guarantees and surety bonds.