Reciprocal Concessions: The Mirage of Middle Ground

Reciprocal Concessions: The Mirage of Middle Ground

What are reciprocal concessions? Why do you feel the need to concede something just because someone else has given on their side? Rejection-then-retreat is a tactic used to help persuade you to give in. Reciprocal concessions is a negotiation strategy that uses an unreasonable ask that is scaled back to what a person really wants. You are tricked into thinking that you “won” a hard-earned concession and give on your starting position. Learn how to see through this rejection-then-retreat strategy.

Champions by Association? The Psychology of Sports Fandom

Champions by Association? The Psychology of Sports Fandom

Why are sports fans so devoted to their teams? What is it about the psychology of sports fandom that leads to such visceral responses? The association principle plays an important role in sports fandom. People try to associate themselves with the achievements and victories of others. See how the psychology of sports fandom demonstrates the association principle and how it’s used for marketing.