This dirty trick is frequently used to gain additional concessions from the unwary when the agreement appears to be in sight.
Giveaway phrases to look out for: “I think we’ve nearly got a deal, if we can just agree on this last item I think we’re there...”
Tip for the negotiator: Draw up an agenda of all the issues to be discussed early in the negotiation, so that additional ones can’t be introduced at a later stage.
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Similar ideas to Rolling concessions
This is an attempt to gain concessions using time pressure.
In its simplest form the trick involves setting a deadline by which time the agreement must be signed, or the deal is off.
Tip for the negotiator: Keep arrangements flexible and build time around your negotiation. Time...
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