Grit Tension Reduction Strategy


Graduated Reciprocation in Tension reduction (GRIT) was proposed by Charles Osgood in 1962 and refers to a method of restoring negotiations between two parties who are deadlocked. GRIT reestablishes negotiations by urging one side to initiate a concession. According to the norm of reciprocity, people are expected to reciprocate benefits from others. Therefore, when one side offers a concession, the other side should feel responsible for making a concession in return, and this exchange encourages the negotiation process to begin again.

History and Modern Usage

Osgood's proposal for GRIT originates in the context of the Cold War and concern about nuclear weapons. Specifically, the United States and Russia tried to surpass each other with advancements in nuclear weapons to feel more secure. Ultimately, this intensifying quest for ...

  • Loading...
locked icon

Sign in to access this content

Get a 30 day FREE TRIAL

  • Watch videos from a variety of sources bringing classroom topics to life
  • Read modern, diverse business cases
  • Explore hundreds of books and reference titles