O'Reilly logo

The Five Golden Rules of Negotiation by Philippe Korda

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Golden Rule No. 3: Only Grant a Concession if You Get Something in Return

This is without doubt the most important rule of all—and the rule that is most often ignored. It relies on five essential foundations:

  1. It is one of the basic rules of commerce. Commerce presupposes exchanges or swaps, and in the business world it is generally accepted that the granting of a benefit and getting something in return go hand in hand, in whatever form that takes. For a “trader” or a businessperson, a concession given unilaterally is at best deemed to be mismanagement, or at worst a sign of weakness. Above all, getting something in return is a means of ensuring that you are respected.
  2. It is a means of protecting the viability of the business relationship. Certain ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required