Archive

Tag: consistency

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.