Leadership
Developing Your Concession Strategy
Negotiating about money is one of the most uncomfortable parts of negotiation, and because it’s uncomfortable we often go with our gut, back out of holding our position to remain friendly, or take advantage of our adversary’s clear discomfort. The back and forth when negotiating price is about conceding in order to bridge the gap between our two positions, but a concession-making strategy needs to be formalized and prepared in advance.
Skills
Use Case
Presenters Presented By
Tony Perzow
SocialTalent Expert
Tony Perzow is a negotiation expert who provides training and coaching to enhance negotiation skills. He focuses on both external techniques (competitive and collaborative strategies) and internal aspects (emotional intelligence, self-awareness).
Learning Outcomes
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By the end of the Mission you will be able to:
Understanding our opening position and clearly articulating our “walk away” price.
Defining which concessions we would like the other party to give to us in exchange.
The rule of Anchoring, and its potent power.
Quick tactics around conceding without losing face, power or credibility.
Courses in this Mission
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