concessions
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title: Concessions description: Never give something away for free.
CONCESSIONS
If I move, I want them to move too.
THE BASIC RULE
A concession changes the balance of the negotiation.
When I give something, I should ask:
What does this cost me?
and:
What is it worth to them?
Those two values can be completely different.
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RECIPROCITY
If I concede, I expect movement from them.
Not necessarily the same thing.
But something.
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DECREASING CONCESSIONS
A useful pattern:
BIG → MEDIUM → SMALL
My concessions should generally become smaller.
This signals that I am approaching my limit.
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MAKE IT VISIBLE
Don’t let an important concession disappear.
If I move by €50,000, they should understand that I moved.
Otherwise I may give something valuable without receiving recognition for it.
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NEGOTIATE MULTIPLE VARIABLES
Don’t make the negotiation only about price.
Possible variables:
- price
- timing
- volume
- payment terms
- scope
- guarantees
- services
- implementation
- location
- review clauses
The more variables, the more possible trades.
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CONNECTED IDEAS
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REMEMBER
Concession = movement in exchange for movement.
If I move and they don’t, I’m not negotiating.
I’m giving.
