Whether or not we want to admit it, life is all about compromise. You can’t always get what you want – just ask the Rolling Stones – and if you try sometimes, you just might find you can’t even get what you need.
Enter the art of concession. I recently read some tips on the subject from negotiation expert Chester Karrass and wanted to share them with you. Remember, it takes compromises from both sides to reach a successful agreement.
And that’s what Karrass emphasizes: Don’t give a concession without getting one in return – and don’t give them away for free or without a serious discussion. Concessions are more appreciated when they’re struggled for, he says.
Beware poorly made concessions. Your concession should show your strength, not your weakness. Also, keep a mental and written record of how many concessions you’ve made. And make sure that each concession brings you closer to a goal – not further away from it.
Finally, don’t be overly rigid when it comes to concessions. You may find yourself not sticking to interim concessions, and that’s fine – so long as the deal is fair.
Dreaming of San Francisco? Cece Blase offers local advice to San Francisco buyers, sellers and owners-- and feeds the dreams of those who wish they could live in Tony Bennett's 'City by the Bay.' Call 415-577-0809 or email cblase@paragon-re.com. www.ceceblase.com
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