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The Leader's Guide to Negotiation by Simon Horton

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Chapter 18

Concessions

So we come to the process that most people see as the negotiation itself. The haggle, the give-and-take. Hopefully, you will have understood from what you have read so far that very often this is not the case. Very often, if the deal is set up correctly, little ‘haggling’ actually takes place.

It would be unrealistic to assume haggling never takes place, however, but when it does, it does not need to be scary or aggressive. It is still most effectively seen as two partners working alongside each other to find the best mutually beneficial result.

In the old-school arm-wrestling approach to negotiations, it is the need for concessions that can actually lead to the deal breaking down. The reason? Neither side wants to make ...

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