Rolling concessions - Deepstash
Rolling concessions

Rolling concessions

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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Delays and deadlines

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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