ABSTRACT
This chapter contains a few points about tactics used at the negotiating table. Tactics refers to actions you take during negotiation.
False concessions
It is not uncommon to offer a false concession, allowing the other party to struggle to get something that you would give them anyway. Your HIT list, discussed in Chapter 4, includes things you have to get. It might also include things you have to get rid of. If your “have to get” list includes something you must get rid of, it might be possible to trade it for a concession, as if you wanted to keep it. See the following example of a false concession (sometimes these are called “padded concessions”).
