Business negotiation skills—— How to make concessions.doc

Contents 1. Introduction ……………………………………………………. .4 2. Concession skills of business negotiation ……………………….4 2.1 Conceding in a step ……………………………………………4 2.1.1 Making firm concessions ……………………………..……..5 2.1.2 Making sincere concessions …………………………..……..7 2.2 Conceding in steps ……………………………………………..8 2.2.1 Conceding in equal steps …………………………………8 2.2.2 Conceding from high to low …………………………………9 2.2.3 Conceding from low to high ………………………………..10 2.2.4 Conceding at random ……………………………………….11 3. Avoiding errors in concessions …………………….………..….12 3.1 Never accepting the first price ……………..…………………12 3.2 Never making concessions easily…….,….……………………13 3.3 Never believing the words “never concede”…………………..13 Conclusion ………………………………………………………...14 Acknowledgement……………..…………………………………..14 Reference ………………………………………………………….15 Business negotiation skills How to make concessions Abstract: Since humans have social contacts, there is negotiation. Facing a world with economy becoming global increasingly, business negotiations as the focus of economic exchange have penetrated into every aspect of economic life; successful business war depends on successful negotiations directly. The combat phase of the negotiations is the key to the process of negotiations, and concession stage is the most important stage of practice. Therefore, it is very crucial to use concession skills valuably and accurately to achieve good effects of” make concessions for further interests”. In this thesis, analysis and discussion are made for how to implement concessions. The text is divided into four parts: first of all, It gives a whole introduction of thesis; Secondly, it gives a study of some concession skills with its features, advantages, disadvantages and the scope of applying, which is divided into two types: to concede in a step and to concede in steps. The former consists of two types of concession skills: firm concessions and sincere concessions; the latter consists of four types of concession skills: concessio