Pub. date: 2007 | Online Pub. Date: October 03, 2007 | DOI: 10.4135/9781412956253 | Print ISBN: 9781412916707 | Online ISBN: 9781412956253| Publisher:SAGE Publications, Inc.About this encyclopedia
Grit Tension Reduction Strategy
Janice R. Kelly & Eric E. Jones
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. Osgood's proposal for GRIT originates in the context of the Cold War and concern about nuclear weapons. Specifically, ...