Tactic 19 of 99
The Concession Trade
Never give without getting.
What it is
Every time you give something, ask for something back. It keeps things fair and stops people taking your goodwill for granted. Negotiators know that a concession given for free teaches the other side to ask for more.
Spot it
You keep giving and they keep taking. They never offer anything back, and every agreement seems to end with you doing more.
Counter it
Start attaching small asks to your yeses. “Sure, and could you...?” Watch how they react. People who are happy to trade are fair. People who sulk when you ask for something back have been taking.