Making concessions during a negotiation is something that none of us  really want to do. 

We don’t like having to give into the other side on  an issue. However, I think that we all realize that in order to reach a  deal with the other side, no matter what negotiation styles or  negotiating techniques we are using we always have to make concessions.  What we need to realize is that each concession that we make is a  critical part of how we are going to reach the deal that we want. 

Not only do we need to know what concessions we are willing to make, but we also have to know how to go about making those concessions.