Browse MBAs SECTION 16: Negotiation & Conflict Resolution

The Concession Planner

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The Concession Planner

Plan my concession strategy for this negotiation.

The negotiation and the issues: [DESCRIBE]
My priorities: [WHAT I VALUE MOST TO LEAST]
What I think they value: [DESCRIBE]

Provide:
1. What I can concede cheaply (low value to me, high to them)
2. What to hold firm on
3. How to make concessions feel significant (and get something back for
   each)
4. The pace and pattern of concessions that signals I'm near my limit
5. The trap of conceding too fast or without reciprocity

Every concession should buy something — help me trade, not just give.

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