Conceding Too Quickly Devalues the Concession
Conceding too quickly devalues the concession — what the studies show, and what they do not show.
The Research
Raiffa (1982, The Art and Science of Negotiation) shows that the sequence of concessions influences perceptions of their value.
The Limitation
Formal analysis, few field tests.
The Nuance
A concession granted without anything in return is interpreted as available room for manoeuvre. (our executive and employee training programmes)
Practical Implication, Testable in Fribourg
Never grant a concession without explicitly linking it to something in return, even if only symbolic. To go further: explore the Advanced Negotiation training in Fribourg in the canton of Fribourg, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Fribourg
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