Use “If-Then” statements to link outcomes of their getting what they want. Let them know that will you want something in return for making a concession. The tit for tat principle applies here; by giving something you expect a similar gesture to be returned.
You can also use the linking principle to highlight consequences of a particular action. If they do this, then that will happen.
When a multi-faceted negotiation is taking place, once the larger item agreed upon, it is often wise to ask for small things to thrown at the end. If the other side is happy with the outcome of the negotiation, they may be in an agreeable mood and will say “yes” to many things they would have backed down from at the beginning.
Example
Governmental agencies attempt to add small items to a large bill, hoping that these minor issues will be overlooked or unimportant to their opponents. If the bill gets voted in the most important laws are enacted, along with a few parti
