Negotiation Skills · glossary
An internal list, made before any offer, of each point the client might give up and what it must get back. Each row is an “if… then”. One row offers four years only if Kestrow opens an electric bay by a fixed date. Concessions Plan (internal) · Chapter 4 · see “If… then”
Explained in Chapter 4, Negotiation Variables: What to Trade and What It Costs, of Negotiation Skills.
With service levels set aside, the plan of trades can begin. The concessions plan lists, before any offer, each point Polgarrow might give up and what it must get back. Its first trade comes straight from the table. Kestrow wants five years, and Polgarrow aims at three and needs a bay. So the plan offers four years only if Kestrow opens a bay by a fixed date.Read Chapter 4, Negotiation Variables: What to Trade and What It Costs →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →