Concession strategy
Concession planning
A concession strategy plans what a negotiator may give, in what order, in exchange for what, and with what authority, so that trade-offs support the overall objective.
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Simply put
What it means in ordinary work
It means deciding in advance which terms are flexible and what should be gained in return. Concessions should be traded, not donated.
Why it matters
Unplanned concessions can set a pattern, narrow the remaining options and undermine value. A strategy keeps the team consistent and protects the business case.
A hypothetical in practice
A hypothetical buyer can accept a longer implementation timeline in exchange for a firmer service credit. The team documents the trade, checks the delivery impact and reserves other concessions for later stages.
Common pitfalls
Giving a concession because the conversation feels stuck can set a costly precedent. Return to the agreed trade.
Concessions can have effects beyond the immediate contract, such as setting a benchmark for other categories.
Regional lens
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