Negotiation & Deal Structuring: BizBit #6 - Concessions & How To Use Them
Concessions are a part of any deal that requires structuring or negotiation worth having, concessions are a reality of business. Since we know concessions will happen we should work to use them as a tool to aid us throughout our negotiations.
It's important to find a balance you don't want to roll over and you don't want to be too inflexible. As you give something you should get something, its an exchange.
Look to attach what you are asking for to conditions and parameters of the agreement.
For example, fed ed offers a service to send packages across the u.s the price is attached to speed of delivery and weight of package. If you want FedEx to work harder you pay more, its as easy as that.
See yourself in a similar fashion have a price, but be willing to flex and use concessions as a tool to advance your position in the deal.
H2B
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