How we change what others think, feel, believe and do
Cards on the Table
Tell the other side exactly what you want, or otherwise give them information that they did not know before.
Explain why you are doing this, for example is because you trust them, because you want a good relationship or because you are in a hurry.
Look, I'll put my cards on the table. What I really want is...
I think I can trust you. The full story of why I need the ticket is that...
Sorry, the truth of the matter is that Mike says I have to do this.
In card games, putting your cards on the table is showing others exactly what you have.
When a person 'puts their cards on the table' they are asking the other person to believe them. By using such a gesture and also talking about why they are doing it, they are asking the other person to accept that they are being trustworthy.
By showing trustworthiness in one area, such as giving unexpected information, you are implying that you are trustworthy in other areas, for example later when you are negotiating the price.