Negotiation Skills · glossary
Giving up one point to get another back. The best point to give costs your client little and is worth a lot to the other side. Payment in 14 days was such a point for Polgarrow. Concessions Plan (internal) · Chapter 4 · see Concession, “If… then”
Explained in Chapter 4, Negotiation Variables: What to Trade and What It Costs, of Negotiation Skills.
Each point that can move is a variable. Before anyone makes an offer, you list every variable and price it twice: what it costs Polgarrow, and what it is worth to Kestrow. Then Polgarrow gives each point only in a trade: it gives up one point to get another back.Read Chapter 4, Negotiation Variables: What to Trade and What It Costs →
Chapter 1 and this glossary are open to everyone; the whole edition is free to read with a free account until 31 January, and it stays open to an account opened by then.Chapter 1 of Negotiation Skills and this glossary are free to read; the rest of the edition is in the Library, at €12 a month or €79 for a Year Pass.
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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 →