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Compromise

 

Techniques General persuasionKellerman and Cole's 64 Strategies > Compromise

Description | Example | Discussion | See also

 

Description

Seek to gain agreement from the other person by offering them concessions. Compromise on what you were originally seeking in order to reach a final agreement.

Look for things you can give that are of low value to you, but high value to them. Present these as high value.

Beware of making unconditional concessions when these cannot be retracted and may not result in them giving you anything in return. It is often better to make your offers conditionally.

Example

A teenager wanting to stay out late promises to be home by midnight.

A sales person offers a discount for an order placed today.

A manager agrees to give a person time off in exchange for working longer hours on an important project.

Discussion

The principle in compromise is to give in order to get, showing faith and good values in order to encourage the other person to do likewise.

Compromise is a common element in negotiation, although there are many traps around it, typically where one person gets the other to make many compromises while making few if any themselves. In general, concessions should be made as a part of an overall concession strategy, where you do not give away essential items and know what you wish to get in return for each concession.

Compromise is the 15th of the 64 compliance-gaining strategies described by Kellerman and Cole.

See also

Negotiation

 

Kellermann, K. & Cole, T. (1994). Classifying compliance gaining messages: Taxonomic disorder and strategic confusion. Communication Theory, 1, 3-60

 

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