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public commitment

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    Negotiation Frames Entry #0336

    Why an audience hardens a position

    A concession made privately is a practical adjustment. The same concession made in front of colleagues is a public retreat. The audience adds a cost the terms did not.

    Novice
    The hidden part #0336

    An audience adds a cost to every concession that the terms themselves do not carry. The cost is reputation, and it is paid to the people in the room.

    Open file
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    Persuasion Systems Entry #0254

    The reason a public commitment is harder to abandon

    Once a position is stated in front of witnesses, reversing it costs more than the position is worth. What is being defended is consistency, not the claim.

    Adept
    The hidden part #0254

    A stated position becomes a claim about the speaker. Revising it costs standing, so the evidence gets revised instead.

    Open file
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    Persuasion Systems Entry #0272

    The reason a group is persuaded differently than a person

    A position stated in front of others becomes a public commitment. Changing it then costs consistency as well as requiring a new belief.

    Adept
    The hidden part #0272

    A public position adds a consistency cost to updating. Asking for views early is the move that makes later revision expensive.

    Open file