The agreement cascade: Starting simple in negotiations

This Skill Bit shows that starting negotiations with easier issues lays a foundation for smoother discussions and better outcomes. Known as the “Yes Ladder” or “Agreement Cascade,” this approach builds trust and rapport, leveraging psychological principles like consistency bias. Careful sequencing, positive reinforcement, and transparency are key. However, caution must be exercised to avoid indefinitely avoiding difficult issues or overcommitting on simpler ones. This nuanced strategy fosters mutual benefit and incremental commitment, enhancing trust for productive negotiations.

Duration approx. 4 Min.

Tier: proficiency

A part of Working with Empathy: Building Stronger Contracts course.