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 really means something is going to end up costing us something in terms of money, time, or something else. However, this is where we may be wrong. It turns out that we can often keep a negotiation moving along simply by making a token concession.
This type of concession costs us very little, but it can make a big impact on our negotiation.
