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Interim trade
Disciplines > Negotiation > Negotiation tactics > Interim trade Description | Example | Discussion | See also
DescriptionWhen you are stuck in a negotiation because something is wanted by the other side but which you do not want to give (or are unable to obtain), indicate that they will be able to get what they want, in order to get them moving. Then, later, remove or otherwise minimize that thing which was 'conceded'. For example:
ExampleYes, I'm sure I can get that for you. I'll look into it when I get back home (where you call back and apologize that it just isn't possible now). Of course -- let's include it in the final agreement (where it gets conveniently forgotten). I don't see why not. Now, let's move on to the main agenda. (later -- oh, I'm sorry, I thought you meant...) DiscussionSometimes people get stuck on a demand that actually is not that important. They become personally invested in it to the point where they feel they will lose face if they concede. Your concession on this point thus lets them move on to the next topic. If the point was not really important, then they will not notice or object to its later removal or minimization. When there are a lot of sub-items in the negotiated item, for example a construction contract then you can often quietly drop in convenient things without them being noticed. See also |
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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