Every concession should buy something.
Direct answer
Plan your concessions in advance, rank them by cost to you and value to the other side and trade them for something in return, using "if you, then I" phrasing. Make later concessions smaller to signal you are near your limit.
Phrases
- "If you can commit to a two-year term, I can offer a lower rate."
- "I could do that if we agree on delivery by the 15th."
Tips
- List what you can give and want.
- Trade, do not give.
- Make concessions smaller over time.
- Keep a record.
Where Teyro fits
Teyro's How to Handle Difficult Negotiations course turns this into short lessons you can play in a few minutes a day. It has 50 lessons, and you can start free.
The bottom line
Give with a purpose and always ask for something back.
