Ingratiation. Here, the person uses charm and flattery to try to get the other person to like them.

They often act humble and try to make the other person feel important. The logic behind ingratiation is,

"If they like me they will be more likely to give me what I want."

 

 

Ingratiation may be combined with doing favors for the other side. In human society there is a strong

norm of reciprocity. If others do things for us then we feel like we need to do things for them.

The person attempting ingratiation "plays" on the norm of reciprocity by doing some kind and

flattering things for the other person and then later "cashing in his chips" by asking for a favor in return.

In bargaining, ingratiation can take the form of giving up many minor concessions and then

asking for one substantial concession in return.

 

Review question:

When a negotiator says, "I made the last concession;

now it is your turn to make a concession," he is invoking:
Click here if you think this is the correct answer. a. The "Reformed Sinner" approach
Click here if you think this is the correct answer. b. The "Feel-Felt-Found" tactic
Click here if you think this is the correct answer. c. The "Problem-Solving" technique
Click here if you think this is the correct answer. d. The "Norm of Reciprocity"
Click here if you think this is the correct answer. e. The Fifth Amendment.