Name- Ajay Kumar

PGDM-14009

In this session we learned about:

Breaking deadlocks in Negotiations

Concession making/ Concession gaining

Making Concessions

Communication and Negotiation (The phases)

Introductory phase

Differentiation phase

Integration phase

Settlement phase

Post-settlement phase

Making Concessions
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8.

Carefully plan the concession

Avoid making concessions during differentiation
Propose concessions tentatively
Exchange concessions invoke reciprocity
Offer your concession as a reward for OPs handwork
Value your concession from the OPs view
Review the short and long- term consequences
Retain sufficient for final commitment before negotiation closes, what concessions do
you have to offer?