This provides credibility to your process and gives your target the feeling that they are being understood and that the attitude change you seek is a sort of “middle ground”. Providing concessions to the people you try to convince reinforces their feeling that you walk on common ground. Providing concessions also triggers the reciprocity effect seen earlier.

This is nevertheless a tricky tactics, that might backfire. Take the quizz below to see if you can identify some factors that make this tactic difficult to handle