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Companies should 'pause' after a concession during business negotiations

A brief pause highlights the importance of a concession

25 August 2010

Companies should pause and reflect after each concession during business negotiations, according to an expert.

Many negotiators may wish to continue talks immediately after an issue has been resolved but this can show an apathetic approach towards a concession.

Alain Burrese, a negotiation advisor, claimed the importance of a concession can be underlined by taking a brief break.

He wrote on "If the other side doesn't believe you care about what you are giving up, they might not look at it as a concession at all.

"The pause does give the concession importance, and each concession, regardless of how slight, is important to the overall negotiation."

Mr Burrese stated that the other side may feel better about the negotiations following a pause as they believe they have made a significant gain.

Quick concessions, on the other hand, may eliminate that feeling from the other party as the issue would not seem as important, he added. 

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