Consistency principle

Definition

The consistency principle refers to the psychological tendency of individuals to align their beliefs, attitudes, and actions in a coherent manner over time. This principle plays a significant role in negotiation as it influences how negotiators present their arguments and commitments, ensuring they remain consistent to build trust and credibility with the other party.

5 Must Know Facts For Your Next Test

1. The consistency principle encourages individuals to maintain a consistent self-image, leading them to stick to previously made statements or commitments during negotiations.
2. Using the consistency principle can help negotiators strengthen their arguments by referencing past decisions or positions, reinforcing their credibility.
3. People are more likely to comply with requests or offers that are in line with their previous commitments due to the pressure of maintaining consistency.
4. In negotiations, demonstrating past behaviors that align with current proposals can leverage the consistency principle effectively.
5. The principle is often used strategically, such as obtaining small initial agreements (foot-in-the-door technique) to set the stage for larger commitments.

Review Questions

• How does the consistency principle affect the way negotiators present their arguments?
  • The consistency principle affects negotiators by encouraging them to present their arguments in a way that aligns with their previous statements and commitments. This alignment not only enhances their credibility but also builds trust with the other party. By ensuring that what they say and do remains consistent over time, negotiators can create a stronger persuasive impact and increase the likelihood of achieving favorable outcomes.
• Discuss how the consistency principle can be utilized as a strategy in negotiation tactics.
  • The consistency principle can be utilized strategically by negotiators to reinforce their positions and encourage compliance from the other party. By initially gaining small agreements or commitments, a negotiator can then build on those to secure larger concessions. This method effectively uses the human tendency to remain consistent with past behaviors, making it harder for parties to backtrack on earlier commitments during later stages of negotiation.
• Evaluate the implications of the consistency principle on long-term negotiation relationships and outcomes.
  • The implications of the consistency principle on long-term negotiation relationships are significant. When parties consistently adhere to their commitments and positions, it fosters trust and reliability in future interactions. Over time, this reliability can lead to stronger partnerships and collaboration, as both sides feel secure in each other's intentions and promises. However, if one party fails to maintain consistency, it can damage relationships and undermine trust, resulting in less favorable outcomes in future negotiations.

Related terms

Cognitive Dissonance: The mental discomfort experienced by a person who holds contradictory beliefs or values, often leading them to change one of the conflicting elements to restore harmony.

Commitment:

A negotiator's pledge or promise to uphold certain terms or agreements, which, when made public, increases the likelihood of them following through due to the desire for consistency.

Social Proof:

The influence that others' actions have on an individual's behavior, which can reinforce the consistency principle as people may want to align their actions with what is perceived as socially acceptable.