Join Lisa Gates for an in-depth discussion in this video Simplifying concessions and reciprocity, part of Negotiation Foundations (2012).
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 days?…Do you absolutely need two days of telecommuting per week, or would you…
- Preparing for a successful negotiation
- Using diagnostic questioning
- Opening the negotiation
- Dealing with conflict
- Framing and anchoring the discussion
- Making concessions and asking for reciprocity
- Encouraging cooperation
Skill Level Beginner
Q: Where can I learn more about communication skills?
A: Discover more on this topic by visiting communication skills on lynda.com.