13How, When, and Why toMake Concessions
Making concessions advantageously during negotiation is a real art. But it is also a science, and there are rules that will up your game. In this chapter, we will look at the art of conceding from four vantage points: (1) the concessions we make to ourselves, (2) the concessions we make to others, (3) the concessions we should not make at all, and (4) the concessions we accept. We’ll conclude the chapter with some tips about ways to make the other side offer those acceptable concessions.
Unnecessary Concessions: Those You Make to Yourself
There is a danger zone during prenegotiation planning. It’s the time when we start to formulate what we can “realistically” expect to get. As women, we are raised to be ...
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