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The Importance of Making Concessions in Negotiations

Making Concessions to Have Successful Negotiations

A negotiation process is all about concessions. If you won’t budge and your opponent stays put, the negotiation will come to a grinding halt. Good negotiators know that they have to give away something every now and then to accomplish favorable settlements. They master the art of conceding strategically. They know their opposing party’s underlying needs and are able to use these to create room for manoeuvre and move the negotiation towards a favorable outcome with only a small concession. How do you make concessions the right way, without looking like a complete jackass after the dust has settled? How do you use concessions to have successful negotiations and get the results you want? If you want to know the answers to these questions, read this post and following ones on the subject of ‘Concessions’.

First, What is a Concession Anyway?

According to Merriam-Webster.com the definition of a concession is: “Something done or agreed to usually grudgingly in order to reach an agreement or improve a situation.”

Well, There You Have It – You Simply Gotta Make ‘em

You gotta be able to put up with it. It ain’t a picnic.

“Grudgingly”
“Usually”

Well, take it from me: it’s “Grudgingly – “Always”. Period.

The only time it feels easy, is when you know you’ll get a frikkin’ good trade-off later.
Nobody in business likes to give something away for nothing, except when you are a true Samaritan and do something good for your community. But that’s not the angle right here – we’re talking about making concessions in a negotiation process, so with a business rationale.

But as the definition tells you too, “in order to reach an agreement”, you just gotta learn to make concessions.
Be it “Grudgingly”.
You gotta.


Next Up: The 5 Most Important Essentials in Making a Concession – Don’t Miss Out!

Now be sure to check on my website every now and then because I’ll be giving you more tips and tricks of the trade on how to have successful IT contracts. Don’t miss out, simply sign up using the form at the bottom of this page.

For now,

Kind Regards,

Jaap Nijssen on Concessions

Jaap Nijssen

 


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