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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