Why Make Concessions?

– Very few people will accept your first offer
– They create goodwill
– They signal that you are reasonable
– They keep deal momentum

The top 3 “Do’s”

– Do plan concessions in advance
– Do concede on the issues which are of least importance to you but which are hopefully of higher importance to the other party
– Do invite the other side to reciprocate after each concession you make

The top 3 “Don’t’s”

– Don’t make concessions until you know the full extent of the other party’s demands
– Don’t make concessions too quickly e.g. before you explore interests
– Don’t make concessions if the other party is being intransigent

…..and never negotiate against yourself i.e. in your own head. Instead, deal with the facts.