Technique: Ask for more than you want and then ease back in a “compromise” to the level that you really want. Going to the extreme can be tricky. However, if the issue is serious and controversial, you could be labeled and extremist or “whacko” and lose all credibility. This falling back makes it appear as though you are one that is conceding. The other person will sense a sort of fairness in this and is much more likely to comply. Along with the “norm of reciprocity”, you have offered a concession. Now it is their turn to return the favor, their turn to make the concession and comply with your now reduced request.