Concessions Quote by Robert Cialdini
“The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.”
About This Quote
Source Book: Influence: The Psychology of Persuasion, Robert Cialdini, 1984
Effective negotiators start with a high opening offer, then make realistic concessions to reach a mutually beneficial agreement without appearing unreasonable.
In simple terms: Start high, concede wisely, achieve a good deal.
Key Takeaway
Use strategic anchoring and calibrated concessions.
Themes
negotiation
strategy
psychology
Mood
pragmatic
strategic
analytical
Type
business
motivational
When to use this quote
- business deals
- salary discussions
- diplomatic talks
- conflict resolution
Key Concepts
anchoring
reciprocity
social proof
Questions to Reflect On
- When is a high anchor counterproductive?
- How can you gauge the opponent’s tolerance for concessions?
A Different Perspective
Overly extreme anchors can damage credibility and stall talks.
![“[The Dalai Lama] told me some years ago, "I've made every concession to China, and I've been as open and tolerant as I could, and still things get worse in Tibet." If you look at it from one point of view, as he himself says, his monastic position of forbearance and nonviolence hasn't reaped any…” quote by Pico Iyer](https://sms4smile.com/quotes/img-quotes/9fe/pico-iyer-1252_benefits_the-dalai-lama-told-me-some-years-ago-i_678.jpg)
