Negotiation Skills · glossary
Any new offer by either side. Warm words and hints are not moves, so they get no row in the moves log. After a move, wait for the other side’s next move before you move again. Moves Log (internal) · Chapter 7 · see Concession, Moves log
Explained in Chapter 7, How to Trade Concessions in a Negotiation, Not Give Them, of Negotiation Skills.
A move is any new offer by either side. What a move gives up is a concession, such as a lower price or a longer contract. A concession given for nothing is simply lost, and the other side still wants more. So each concession is offered as a trade: if you give us this, then we give you that.Read Chapter 7, How to Trade Concessions in a Negotiation, Not Give Them →
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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 →