Research shows that concessions tend to be reciprocated and lead to agreement.

Name: Research shows that concessions tend to be reciprocated and lead to agreement.
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Question

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Research in negotiation and conflict resolution has consistently shown that making concessions can lead to reciprocation by the other party, thereby increasing the likelihood of reaching an agreement. This is often due to the principle of reciprocity, a social norm suggesting that people should return favors or concessions made by others.

Research Shows That Concessions Tend to Be Reciprocated and Lead