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
Citation
TEY, Kian Siong; SCHAERER, Michael; MADAN, Nikhil; and SWAAB, Roderick.
What’s the best way to give ground in a negotiation?. (2021). Harvard Business Review.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/6821
Copyright Owner and License
Authors
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.