Offer Concession Language Tips

Notes on Negotiation
Submitted by Marty Latz, Latz Negotiation Institute

The language you use in making your offers and concessions and the signal it sends can have a strong impact on whether your offers or concessions will be accepted.  Here are some general tips:

  1. Be specific and detailed
  2. Explain your rationale and tie your offer to independent standards before introducing numbers
  3. Promote an air of increasing finality and rigidity
  4. Point out consequences (your leverage advantage)
  5. Put it in writing
  6. Avoid ranges

And be prepared to react to your counterpart’s response.

 

Marty Latz is the founder of Latz Negotiation Institute, a national negotiation training and consulting company, and ExpertNegotiator, a Web-based software company that helps managers and negotiators more effectively negotiate and implement best practices based on the experts’ proven research.  He is also the author of Gain the Edge! Negotiating to Get What You Want (St. Martin’s Press 2004). He can be reached at 480-951-3222 or Latz@ExpertNegotiator.com

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