Finally, you can refocus the discussion on your own agenda. In bargaining sessions, abundant information favoring the opposition's position may be introduced. For example. if one of the two negotiating parties has access to greater resources, such as thee, money, special research, or legal services. that party may attempt to overwhelm the negotiation with excess data. Nevertheless. such information does not decrease the importance of your evidence anti your group's position on the issue. As we have mentioned.
Concession is useful in several ways.
Making concessions demonstrates cooperativeness, which usually gives a positive impression to others and may encourage them to reciprocate. Providing concessions is a good way to maintain interest in the negotiation. Lags or lapses in the bargaining process can occur as participants become bogged down by old issues and stale ideas. Providing a minor concession from time to time can open new windows ol' opportunity, stimulate fresh approaches to the negotiation. and revitalize communication among the bargaining parties. Concessions early in the bargaining process communicate a conciliatory tone.