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THE ART OF MAKING CONCESSIONS

A negotiation is a little drama, and each concession is a sacrifice made for the sake of the own negotiation. When was the last time you went to a street market? It is an excellent place to learn how to negotiate. See how the towels seller cries about the possibility of his own personal bankruptcy whenever he makes you a little discount. Have you small children? If so, you have already realised that you have little chances of winning any negotiation process. I usually do not. Children are better negotiators than anyone else. They don't hesitate to use whatever it takes to make us give up our position. A tantrum in the supermarket is a legitimate weapon. How can we be as much effective as children?

Try to devalue the concessions of your interlocutor and value yours as much as you can. This way it is possible that the other party will eventually make more concessions than those initially intended.  Don´t mention or make any comment on it, as if the other party´s concessions were something natural. On the contrary, value the most you can your concession mentioning in detail the circumstances that aggravate its meaning. Cry, whine up, value any concession that you have to do, talk about what you have lost by doing it, that you must be crazy by giving up your position... For every concession you make the other party will have to make at least two. In a negotiation, beyond all theories that you can read in the manuals, wins the one who makes the fewest possible concessions. Negotiating is making concessions. But making concessions is an art.

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