Least Interest Principle

Explanations > Theories > Least Interest Principle

Description | Example | So What? | See also | References 

Description

In any relationship, the person who has the least interest in continuing the relationship (i.e. has the best walk-away strategy) has the greatest power.

Example

If I am thinking vaguely about selling my house and the buyer is desperately keen on buying it, I have no need at all to reduce my price. I could even invent 'another interested person' to help crank the price up.

So what?

Using it

Develop your walk-away position. Ensure you can leave at any time. Try to damage the other person’s ability to walk away. Watch out for them damaging your walk-away position.

Defending

Never appear desperate for agreement: you will only lose.

See also

Power

References

Waller and Hill (1951)

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