HOW YOU CONCEDE can be more important that what you concede. Here are some quick tips:
• Make concessions thoughtfully and cautiously
• Label your concessions
• Make sure the other party understands the value you’re conceding
• Trade concessions—don’t give them away!
• Make incremental concessions
• Reduce increments as you approach your limit
• Don’t be tempted to concede as a deadline approaches
• Use conditional concessions—“If you can do that, then I can do this.”
Copyright © 2009 André Bello All Rights Reserved
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