This deck focuses on the strategic use of concessions in negotiation. Learners discover how to make concessions that move the negotiation forward without weakening their position. The cards explain how negotiators exchange value, structure trade-offs, and protect their interests while progressing toward agreement.
Flashcards combined with spaced repetition improve active recall. You review at the right time, retain knowledge longer, and track progress card by card.
Card 1
A deliberate reduction of your position to move closer to agreement.
Explanation
A concession is a purposeful move where you give up something to progress the deal, not a random giveaway.
Common mistake
Thinking any change in position is a concession, even when it is accidental or unplanned.
Card 2
Giving ground on one issue in exchange for gain on another.
Explanation
A trade-off links movement on one issue to improvement on another, preserving overall value.
Common mistake
Assuming a trade-off means both sides must lose the same amount on every issue.
Card 3
Viewing each concession as something traded for a concrete benefit.
Explanation
When you demand something in return, concessions become investments that return value, not pure losses.
Common mistake
Treating concessions as gifts to please the other side instead of as exchanges of value.
Card 4
It marks the worst acceptable deal, beyond which you stop conceding.
Explanation
Knowing your reservation point prevents you from conceding into a deal worse than your minimum acceptable outcome.
Common mistake
Confusing the reservation point with the opening offer and revealing it too early.
Card 5
You should not accept terms worse than your best alternative.
Explanation
Your BATNA defines a clear floor: any deal worse than that is rationally unacceptable.
Common mistake
Ignoring a strong BATNA and over-conceding because of pressure to close the deal quickly.
Card 6
Which issues are high priority and which are low priority for you.
Explanation
Clear priorities help you protect what matters most and concede on less critical points.
Common mistake
Treating all issues as equally important and conceding on key priorities by accident.
Card 7
To decide in advance what you can give and what you must protect.
Explanation
A concession plan prevents emotional, reactive giveaways by setting clear boundaries and options up front.
Common mistake
Entering negotiations with only a target price and no structured plan for concessions.
Card 8
It is cheap for you to give but important to the other side.
Explanation
Such concessions boost perceived value for them while preserving your key resources and priorities.
Common mistake
Assuming valuable concessions for the other side must also be costly for you.
Card 9
Start with smaller moves and reserve larger ones for later stages.
Explanation
Gradual concession patterns maintain leverage and allow you to trade bigger moves for meaningful returns.
Common mistake
Offering a big concession early and then having nothing meaningful left to trade.
Card 10
A specific negotiation objective you are trying to advance.
Explanation
Connecting concessions to objectives keeps them purposeful and prevents drifting away from your goals.
Common mistake
Conceding simply to maintain a friendly tone, without advancing concrete interests.
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