Negotiators who begin with a tough stance and make few early concessions,and later make larger concessions,elicit more concessions from the other party than negotiators who begin with generous concessions and then become tough and unyielding.

Question

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This is supported by the principle of reciprocity, which suggests that people are more likely to make concessions when others appear to make concessions as well. By beginning with a tough stance, the other party may feel pressure to reciprocate with some concessions of their own, especially if they believe that the tough stance is non-negotiable. As a result, when the tough negotiator later makes larger concessions, the other party may be more likely to reciprocate with even larger concessions. In contrast, if a negotiator begins with generous concessions and then becomes tough and unyielding, the other party may feel less obligated to reciprocate and may instead perceive the shift in attitude as unfair or even hostile.

Negotiators Who Begin with a Tough Stance and Make Few