Concession Strategies & Tactics Flashcards
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A negotiator makes a large initial concession followed by progressively smaller ones. What pattern does this represent?
Answer: Diminishing concessions pattern
The diminishing concessions pattern signals that a negotiator is approaching their limit, anchoring expectations that future concessions will be minimal.
In a multi-issue negotiation, trading a concession on issue A in exchange for movement on issue B is known as:
Answer: Log-rolling
Log-rolling involves trading concessions across different issues, allowing both parties to gain value on their highest-priority items.
When should a negotiator use a 'conditional concession' rather than an unconditional one?
Answer: When you want to ensure reciprocity before giving value away
Conditional concessions ('if you do X, I will do Y') protect the negotiator from giving away value without receiving something in return.
A buyer requests a price reduction after the contract has already been agreed upon. This tactic is called:
Answer: Nibbling
Nibbling involves requesting small additional concessions after the main deal is struck, exploiting the other party's desire to close.
Which concession strategy is most effective when both parties are far apart on price?
Answer: Bracketing — set an anchor far beyond your target to leave room to concede
Bracketing positions your opening offer so that splitting the difference lands near your actual target, making concessions strategic rather than reactive.
A negotiator says, 'I can lower the price, but only if you commit to a three-year contract.' This is an example of:
Answer: A conditional concession
Linking a price reduction to a contract commitment is a conditional concession that exchanges value rather than simply reducing price.
What is the primary risk of making too many concessions too quickly in a negotiation?
Answer: It signals desperation and invites the other party to push for even more
Rapid concessions signal weakness or desperation, encouraging the other party to continue pushing rather than reciprocating.