Simplifying concessions and reciprocity


show more Simplifying concessions and reciprocity provides you with in-depth training on Business. Taught by Lisa Gates as part of the Negotiation Fundamentals show less
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Simplifying concessions and reciprocity

Let's make this simple. A concession is giving away a privilege, a fact, or a piece of your pie, and reciprocity is asking for something in return. Learning to negotiate is very much like learning to improvise. You study the fundamentals, you practice and rehearse, and when you step on stage, anything can happen, because making concessions and asking for reciprocity is for many people the most difficult part of negotiation.

It's the one thing you don't want to improvise in the moment, you want to plan what you're willing to give up and what you might want in return. Without reciprocity, a concession is a one-way transaction, or settling and caving into demands. The result is the gradual whittling away of your true interest and your preferences and sometimes your principles. So, if you're in a career negotiation, for example, you need to source your values and priorities.

Is it a deal breaker if you don't get three weeks of vacation every year, or would you be happy with 10 d...

Simplifying concessions and reciprocity
Video duration: 2m 49s 37m 42s Beginner

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Simplifying concessions and reciprocity provides you with in-depth training on Business. Taught by Lisa Gates as part of the Negotiation Fundamentals

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Business
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