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Chapter 12. Listening to Influence > Developing a Desire to Accommodate

5.. Developing a Desire to Accommodate

Why be accommodating when you’re trying to get people to think or do things your way?

Accommodation can be a key factor in softening someone’s resistance. In a study of negotiations, it was found that the most successful bargaining sessions occur when one party offers a few concessions (accommodations) early in the game. By offering concessions, people change the environment and are able to get more of what they wanted in the long run.


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