Publication Type

Magazine Article

Version

acceptedVersion

Publication Date

10-2021

Abstract

How much should you change your offer at each round of a negotiation? The stakes can be high: Give away too much and you devalue your offer; give away too little and you risk getting stuck in an impasse. The authors’ recent research shows that a rare approach to concessions — reducing the amount by which you reduce your offer each round — can yield the most value because it sends a clear signal about your final offer.

Keywords

Negotiations, concessions, offers

Discipline

Dispute Resolution and Arbitration | Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

Harvard Business Review

ISSN

0017-8012

Publisher

Harvard Business Review

Copyright Owner and License

Authors

External URL

https://hbr.org/2021/10/whats-the-best-way-to-give-ground-in-a-negotiation

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