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Salespeople: When Negotiating, Concede to the Right
In negotiation, making concessions directly on key interests can lead to further demands, while refusing to concede may stall talks. The solution is to 'concede to the right'—offer concessions on secondary interests to gain leverage and achieve mutual benefit.
程烈When Negotiating, Concede to the Right
Negotiation is ubiquitous in management, sales, and marketing. This article discusses the paradox of concession in negotiation, arguing that one should never make unilateral concessions on key interests but instead trade concessions on secondary points to achieve mutual benefit, illustrated with both failed and successful examples.
程烈