When we are given a reason for the request.
e.g. “Please can I have an extra 2 FTE’s because we have 10 new projects this year?”
Seeing a second item more differently than it is.
e.g. “Please can you help us respond to this customer? We usually get 2 weeks, but we need to turn this round in only 1 week.”
The obligation to “give and take”. People who give something in the first instance, or conceded something to us first
e.g. “I will give you an additional FTE if you can pick up another project for me”
4 – Consistency
When we are being consistent with previous decisions
“We always conduct peer reviews before major investment decisions to ensure robust assessment”
More likely to do it when others are doing it too
“Why don’t we follow the same response that our competitor used?”
More likely to say yes to someone we like, or someone more like us.
e.g. using same sorts of words as they do
There’s not many left or not much time left on the deal…
“We need to accelerate the file as our competitor has just announced positive data”
8 – Authority
The authority or expertise of others…
“We heard clearly stated at congress that…”