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Escalating Demand

 

Disciplines > Negotiation > Negotiation tactics > Escalating Demand

Description | Example | Discussion | See also

 

Description

Ask for something from the other person. When you have gained this, ask for something else, even larger. Then something bigger still, and so on until they refuse (then take the biggest offer).

This may be done in exchange for nothing, just asking for concessions (and perhaps rewarding only with thanks or other non-substantial exchange). It may also be done when the other person asks for something from you (so you increase the demands on them).

Example

Can I go out with my friends Dad? Can I have money for the cinema? And we're going to the Pizza House afterwards...

Can I come in? Can I stay the night?

Will you do this extra work? And keep going until it's done?

Discussion

When you ask for something from another person, and they comply, as Ben Franklin knew, they have to justify it to themselves, for example by concluding that you are a nice person and they wanted to give it to you all along. This frames you as a friend who can ask for other things. A small concession thus creates bonding and also the obligations of friendship.

See also

Nibbling, Ben Franklin Effect, Better Than That

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed