Most citizens live in the community because they like it. They are not looking for more traffic, fewer deer, crowded schools, or other changes to the status quo. Not surprisingly, the loss of an existing benefit is considered to be significantly more important than the equivalent gain of a new benefit. That is why it is so much easier for opponents to turn out troops to stop your project than it is for you to encourage residents to show up to support your plan. Developers often use persuasion to convince citizens that the project will not injure their interests.
Rational persuasion involves the logical presentation of facts and arguments.
Opponents rely heavily on emotional persuasion using personal attacks, peer pressure, guilt, and appeals to fear to turn residents against you and your project. All lawyers lie. Before going any further into the subject of negotiation, it is critical to note that making concessions is usually the most costly and least effective way to resolve conflict. Concessions can cost you millions. Nonetheless, it is important to recognize the four major types of bargaining.