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reciprocal concession

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    Persuasion Systems Entry #0260

    The reason a concession invites a concession

    Movement in one direction creates pressure to move in return. The obligation is not in the terms but in the norm that governs the exchange.

    Master
    The hidden part #0260

    A concession is not just an offer. It is a move that transfers an obligation. The obligation is paid back in kind.

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    Persuasion Systems Entry #0252

    The reason an outrageous ask makes the next one reasonable

    The first request is designed to be refused. The second, smaller request is the real one, and it arrives looking moderate only because of what came before it.

    Adept
    The hidden part #0252

    Contrast manufactures moderation. The first demand is the frame; the second is the picture it was built to flatter.

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