The incremental buildup: Low-ball start in negotiation

This Skill Bit explores the Incremental Buildup strategy in negotiations, where negotiators begin with low proposals and gradually make concessions, carefully steering the conversation towards an agreement. By making small, calculated adjustments, they allow for a more flexible, ongoing discussion while keeping the negotiation process dynamic. This approach helps to test the other party’s limits, foster collaboration, and build momentum towards a mutually beneficial outcome, ensuring that both sides feel like they are progressing toward a fair deal.

Duration approx. 4 Min.

Tier: proficiency

A part of Working with Empathy: Building Stronger Contracts course.