NEGOTIATEx

12: Concessions: Why Negotiators Need Caution


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A listener asks, “Is it feasible or good for you to reach an outcome (solely) for the purpose of hopefully getting something better down the road?” Apparently, they’ve agreed to something, surrendering their own benefit in the process.

Does this approach work? Is it generally a good idea? Your NEGOTIATEx team has the answers.

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NEGOTIATExBy Nolan Martin & Aram Donigian

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