Do Token Concessions Really Work?
Negotiators need to understand that if they use token concessions during a negotiation, then they can get the other side to make more concessions
reciprocation
Keep Your Negotiation Moving By Making A Token Concession
As negotiators we all understand that one of the most powerful tools that we have are concessions. However, it’s how we view concessions that really matters. All too often a negotiator can come to view concessions as being a big deal – they are something that has value to us and making a concession that … Read more