Fame

Disciplines > Negotiation > Negotiation tactics > Fame

Description | Example | Discussion | See also

Description

Show how something you are offering will make the other person famous or otherwise more highly regarded by other people.

Show how, if they agree with you, they will gain the esteem of others.

Do make sure the others who will admire the person are those who the person would like to admire them.

Fame does not have to be national in scope -- just the admiration of a few peers (or oeven a complete stranger) is remarkably desirable.

You can also use the reverse effect: showing how not complying will reduce how much the person will be admired.

Example

I know this is extra work, but the CEO really appreciates how much you are helping her.

If you let me stay out tonight, I'll tell my friends what a great Dad you are.

People who let down their comrades around here are not well liked, I can tell you.

Everyone is looking at you! Speak a little quieter.

Discussion

One of our most fundamental needs is for a sense of identity, which we typically gain through our interactions with others. What others think about us, even those we don't know, is thus immensely important to us. Fame, as well as fortune is highly desirable.

This makes our sense of identity a negotiable, and you can offer to boost it in exchange for something you want.

Fame is also a variable. The more people people who like you, the better you feel. This is amplified if the people who like you are themselves famous, as you also gain their reflected glory.