The Five Golden Rules of Negotiation

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 ...