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Unconditional Concessions

 

Disciplines > Negotiation > Negotiation mistakes > Unconditional Concessions

Description | Avoiding it | Taking advantage | See also

 

Description

Giving them something without conditions. Conceding points to them without asking for anything in return.

It is easy to think that if you give them something, they will feel obliged to give you something in return. In many everyday situations this is often quite true. But in tough negotiations, it may be seen as a sign of weakness and that further concessions may be squeezed out of you purely by taking a tough stance.

Avoiding it

Understand the cultural and social factors at play, and whether giving them something without asking for anything in return will be seen as kind generosity or inexperienced weakness. Only give if you are confident about getting something in return, otherwise always make concessions conditional. If you do give, ensure that at least the first gift is small and symbolic, rather than a major concession.

If people give you something and then demand something specific in return, refuse. Thank them for their gift but do not be swayed by it.

Taking advantage

If the other person seems not to understand the basic rules of negotiation, you can try giving them something small and then demanding something in return. If they do as you ask, then continue to give small in order to get large.

If the other person gives you something, act as if it does not have any conditions attached. Thank them and then seek more.

See also

Obligation principle

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