The concession gradient: High-stakes start in negotiation

Description

This Skill Bit shows that starting negotiations with ambitious targets and gradually conceding is an effective tactic, known as the “Concession Gradient.” It balances ambition and realism, leveraging psychological principles like anchoring and reciprocity. Each concession is strategically planned to guide the negotiation towards a mutually acceptable compromise.

Duration approx. 4 Min.

Tier: proficiency