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Negotiation
Knowing How and When to Trade Concessions (Guidelines and Methodologies) [Item Ref. 145]
Price £5.00
Summary
This resource provides a list of practical tips on making concessions when negotiating.These are followed by guidance on how to understand the benefits of a given concession to the other party.
A section on concession making and benefit fluency provides a model to help appreciate the comparative cost to your organisation and the perceived value to the customer of a concession.