How can you use the principle of commitment and consistency to improve your negotiation skills?

3 How to avoid being manipulated by commitment and consistency

While commitment and consistency can be a powerful tool for negotiation, it can also be used against you by your counterpart. They may try to lock you into a position or agreement that is unfavorable or unrealistic for you, by making you commit to something early on or by exploiting your desire to be consistent. To avoid being manipulated by commitment and consistency, you need to be aware of your own goals, values, and alternatives, and be willing to change your mind or walk away if necessary. You also need to be careful of giving away too much information or making concessions too quickly, without getting anything in return.

4 How to overcome resistance or objections with commitment and consistency

Sometimes, you may encounter resistance or objections from your counterpart, even after you have established some level of commitment and consistency. They may have doubts, fears, or concerns that prevent them from moving forward or closing the deal. To overcome these challenges, you can use commitment and consistency to remind them of their previous statements or actions, and how they align with your solution or offer. You can also use questions, stories, testimonials, or social proof to reinforce their confidence and trust in you and your value proposition. You can also use the contrast principle, which is the tendency of people to perceive differences more strongly when they are presented together, to show them how your offer is better than their alternatives or status quo.

5 How to reinforce commitment and consistency after the negotiation

The principle of commitment and consistency does not end when the negotiation is over. You can use it to strengthen your relationship with your counterpart, and to ensure that they follow through with their agreement and obligations. You can do this by expressing your appreciation, sending a confirmation email or letter, providing support and guidance, asking for referrals or testimonials, or following up regularly. You can also use commitment and consistency to create opportunities for upselling, cross-selling, or renewing your contract or partnership, by reminding them of the benefits and value they have received from you, and how you can help them achieve more of their goals or solve more of their problems.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?