When your objective is to get the other party to make a series of concessions,you are likely to be most effective in obtaining what you want if you:
A)Ask for the smaller concessions first and build up to the larger,then largest concessions.
B)Ask for the largest concession first.
C)Reject then retreat.
D)The contrast principle.

Question

Quizplus · Accepted Answer

By asking for smaller concessions first, you build a sense of trust and cooperation with the other party. They are more likely to continue negotiating and willing to make larger concessions as the negotiations progress. Asking for the largest concession first may cause the other party to become defensive and less willing to make any concessions. Rejecting and retreating may also harm the negotiation process by creating a confrontational atmosphere. The contrast principle may be useful in framing your offers, but it is not the best option for obtaining concessions.

When Your Objective Is to Get the Other Party to Make