Linkage
Version 1.0.0 · Updated 2026-07-30
CORE DEFINITION
Bundling two seemingly unrelated issues together in negotiation. For example: "If you want a trade agreement, you must make concessions on environmental protection." Scaffolding effect: dimension substitution. If you are at a disadvantage on battlefield A (e.g., price), don't stubbornly persist. Open battlefield B (e.g., technology sharing, after-sales service) and link the two. Use your strengths to exchange for leverage in areas of weakness.
SCAFFOLDING EFFECT
Reduce cognitive load
Dimension substitution. If you are at a disadvantage on battlefield A (e.g., price), don't stubbornly persist. Open battlefield B (e.g., technology sharing, after-sales service) and link the two. Use your strengths to exchange for leverage in areas of weakness.
Anchor fast decisions
The linkage strategy refers to binding this product with an already desired object, leveraging its halo to drive acceptance and purchase. It is a lever that exploits associative preference. It makes value perceived through the linkage.
MINIMUM ACTION
In progress 0/1Practice this model in one real situation:
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Source support: Explicit
- en.wikipedia.orghttps://en.wikipedia.org/wiki/Linkageverified
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