Concession

Definition

A concession is a compromise made during negotiations where one party agrees to give up something of value in exchange for something else. This process is crucial in reaching an agreement, as it shows willingness to cooperate and can lead to a resolution that satisfies both sides. Concessions can vary in size and significance, but they often help to build rapport and demonstrate flexibility in negotiation scenarios.

5 Must Know Facts For Your Next Test

1. Making a concession can enhance the trust and relationship between negotiating parties, as it indicates a willingness to collaborate.
2. Effective use of concessions can lead to a win-win outcome, where both parties feel they have gained something valuable.
3. Timing is crucial when making concessions; offering them too early may weaken one's position, while waiting too long could cause the other party to walk away.
4. Concessions should be strategic and ideally involve less critical issues for the party making them, allowing more important points to remain intact.
5. The pattern of making concessions can influence future negotiations, as parties may expect similar gestures in subsequent discussions.

Review Questions

• How do concessions contribute to building trust in negotiations?
  • Concessions are essential for building trust in negotiations because they demonstrate a party's willingness to collaborate and find common ground. When one party makes a concession, it often encourages the other party to reciprocate, leading to a more cooperative atmosphere. This mutual exchange fosters respect and understanding, paving the way for more constructive dialogues and enhancing the likelihood of reaching a satisfactory agreement.
• Evaluate the impact of strategic timing on the effectiveness of concessions in negotiations.
  • Strategic timing significantly impacts the effectiveness of concessions in negotiations. If concessions are made too early, they might signal weakness or desperation, causing the other party to take advantage of the situation. Conversely, delaying concessions can lead to missed opportunities if the opposing party decides to disengage. Successful negotiators carefully consider when to offer concessions, ensuring that their timing maximizes positive outcomes while maintaining their negotiation position.
• Synthesize how the concept of concessions interacts with negotiation tactics and overall outcomes in complex negotiations.
  • The concept of concessions is deeply intertwined with negotiation tactics and overall outcomes, especially in complex scenarios. Skilled negotiators often use a range of tactics, such as anchoring or framing, alongside strategic concessions to influence the direction of discussions. By balancing when and how much to concede with effective negotiation tactics, parties can create opportunities for win-win situations, ultimately leading to better agreements that satisfy all involved. This synthesis of techniques is crucial for navigating multifaceted negotiations where various interests must be reconciled.

Related terms

Compromise: An agreement reached by each side making concessions.

Negotiation Tactics: Strategies employed by negotiators to achieve favorable outcomes.

BATNA:

Best Alternative to a Negotiated Agreement; the best option if negotiations fail.