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Chapter 29. Ten Techniques for Winning a... > Technique 3: Practice the Mutual Rew...

Technique 3: Practice the Mutual Reward Theory

For a one-on-one session with an individual with whom you share a conflict, a direct approach is not always the best. For many people a confrontation may be too stressful and uncomfortable. Answer? Initiate a discussion that develops a mutual reward approach.

As you learned earlier, the Mutual Reward Theory states that for a human relationship to remain healthy over an extended time, the benefits must be balanced between both parties. What is important is that both participants view what they receive from the relationship as satisfactory to them. Both should feel they come out ahead. The idea is to introduce the mutual reward concept with the other party.


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