Moving in Small Steps
Reducing the size of the threat or promise
Moving in small steps is a strategy that involves breaking down a large commitment into smaller, more manageable pieces. This reduces the size of the threat or promise and correspondingly the scale of commitment.
- Break down a large commitment into smaller pieces
- Reduce the size of the threat or promise
- Use moving in small steps in situations where trust is low and the stakes are high
- Assess the situationDetermine the stakes and the opponent's risk tolerance. Moving in small steps is most effective in situations where trust is low and the stakes are high.Pro tipUse moving in small steps in situations where the opponent has more to lose than you do.WarningBe cautious not to create a situation where the opponent feels they have nothing to lose.
- Break down the commitmentBreak down the large commitment into smaller, more manageable pieces. This will reduce the size of the threat or promise and correspondingly the scale of commitment.Pro tipUse a sequential approach, where each step is contingent on the previous one.WarningBe cautious not to create a situation where the opponent can renege on their commitment.
Homeowners and contractors
Homeowners and contractors often use moving in small steps to reduce the risk of non-payment or non-completion of work.
OutcomeBy breaking down the commitment into smaller pieces, both parties can reduce their risk and increase the likelihood of a successful outcome.
Failing to assess the situation
Moving in small steps requires a careful assessment of the situation and the opponent's risk tolerance. Failing to do so can lead to a breakdown in negotiations.
Creating a situation where the opponent can renege
If the opponent can renege on their commitment, moving in small steps may not be effective, and you may need to reassess your strategy.
The concept of moving in small steps originated in the field of economics, where it was used to analyze the behavior of firms in oligopolistic markets.
Source · BOOK
The Art of Strategy: A Game Theorist's Guide to Success in Business and Life