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. You can avoid accusations of rigidity and closed-mindedness through concessions that demonstrate a belief in cooperative discussion. When you have decided to make a concession, objectively evaluate the opposing argument's strengths to determine an appropriate concession.
Concessions can take the form of time, money, resources.
After you make a concession, show how both your own and your opponent's needs and goals are served by the concession, and clearly redefine your position so the negotiation can continue. Positioning means moving the focus of the negotiation to issues important to you. This technique must be used carefully to remain ethical. Ask yourself if the issues that interest you are the central issues in the discussion. Many negotiators use positioning to show their side in its most favorable light.