Concession Strategy in Negotiations


Never forget your concession strategy. With new information, you may need to adjust the strategy often, but whether you are, make your concessions count. Whether you make concessions along the way or at the end of deliberations, think of them as tools in the negotiations, not required give-aways. And don’t think you have to make a concession each time the other side makes one, but try to make your concessions only when the other side gives too. Don’t worry about being seen as stubborn—you will be respected for your consistency. Generally it is a good idea to let the opposite side volunteer its own concessions rather than suggest them yourself.

Whenever making concessions, keep them small. Each inch should make good mileage. The other side needs to have something to chip at—giving too much too soon doesn’t allow the process of negotiation. Old hands recommend accompanying each concession with sweat and tears, emphasizing the importance and generosity of the concession. Whether the style of your arguments, they must contain the necessary content.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Lectures, Line of Sight

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