|1.||Be the first to give service, share information, or give concessions.|
|1.||In negotiations, be the first to make a concession, but keep it small and make sure the other side reciprocates before you concede again.|
|1.||At home and at work, be the first to offer help to neighbors and colleagues. The goodwill created will enable you to enlist their support later when you really need it.|
|1.||When appropriate, use the rejection-then-retreat strategy by asking for more than you expect to receive. Your apparent concession calls for reciprocation.|
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Publication information: Book title: Artful Persuasion: How to Command Attention, Change Minds, and Influence People. Contributors: Harry Mills - Author. Publisher: AMACOM. Place of publication: New York. Publication year: 2000. Page number: 236.
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