Trading Concessions in Negotiations

Trading Concessions in Negotiations (Guidelines and Methodologies)

This resource provides a list of practical tips on making concessions when negotiating. These are followed by guidance on how to understand the benefits of a given concession to the other party. A section on concession making and benefit fluency provides a model to help appreciate the comparative cost to your organisation and the perceived value to the customer of a concession.


The ability to trade concessions is an essential skill for any negotiator. It requires putting a value to the concession that you are making and selling the benefits of the concession to the other party. Creating and trading concessions also increases the amount of flexibility in a negotiation often preventing the negotiation ending in deadlock. This document is a concise aid to the skill of trading concessions in negotiations.

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