Make Concessions Only on a Quid Pro Quo Basis—Get Something in Return

In looking at concession behavior in Chapter 4, we addressed the issue of reciprocity. Getting something in return for a concession helps you to maintain the sense of balance in the negotiation. Being clear, direct, and assertive helps you draw boundaries and signals where you are firm and where you might give a little, as in the following:

We really cannot go any further without some give from your side. If you were willing to drop your price, then we would agree to make a higher volume commitment.