Consistency (negotiation)
Encyclopedia
In negotiation
, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements.
Dr. Robert Cialdini
and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book Influence Science and Practice
, this principle states that people live up to what they have publicly said they will do and what they have written down. So Cialdini encourages us to have others write down their commitments as a route to having others live up to their promises.
Negotiation
Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy...
, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements.
Dr. Robert Cialdini
Robert Cialdini
Robert B. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.He is best known for his popular book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six...
and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book Influence Science and Practice
Influence Science and Practice
Influence: Science and Practice is a Psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B...
, this principle states that people live up to what they have publicly said they will do and what they have written down. So Cialdini encourages us to have others write down their commitments as a route to having others live up to their promises.