Do Smaller Requests Really Work?

Research shows that if the first set of demands is so extreme as to be seen as unreasonable, the tactic back fires. Any subsequent retreat from that wholly unrealistic initial position is not viewed as a genuine concession and thus is not reciprocated. The larger the initial request, the more effective the procedure since there would be more room available for illusory concessions. It seems that certain of the most successful television producers, such as grant tinker and garry marshall, are masters of this art. And their negotiations with network censors.