Using The Word “Fair”
Pushing the fairness button in a negotiation can also give you leverage. Use the word “fair” over and over again. They have found that in television debates, especially in politics, that the politician who uses the word fair when they say things like,
“That’s not a fair interpretation.” “That’s not a fair way to describe the situation.”
“People aren’t paying their fair share.” The word fair triggers an emotional feeling to be even, that you should back off rather than be unfair to someone.
Remember how children are always saying, “That’s not fair! That’s not fair!” It’s because of how strong the word is.