Question 3 False

3. A small concession from you to the other side will often relieve the pressure in negotiations and create goodwill. True or False?

Well done. The correct answer is of course: False - They will think you are weakening and put even more pressure on you. There is a misplaced belief among many negotiators that "Goodwill begets gratitude" - it doesn't! Goodwill actually begets greed not gratitude. It reinforces the other parties competitive behaviour and encourages them to escalate it. If you "Elk Steak" the wolves will simply pursue you for more!!

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Want some further guidance or reminders?

Check out the Members Only support materials on any of the 8 Steps:
Prepare
Argue
Signal
Propose
Package and Bargain
Close and Agree

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