With the ongoing debt-deal negotiation between President Obama and House Speaker Boehner providing us with an elucidating example of the offer-concession process (check out this handy chart quantifying both sides’ moves via the Washington Post), here are five tips to consider when planning your offer-concession strategy for a negotiation:
1. Expect, plan and insist on reciprocity of movement.
2. Start with the most critical issues on which both sides will likely agree.
3. Consider the value of momentum – the longer the negotiation lasts, the more committed both sides will usually feel.
4. The earlier and more often you raise an issue; the more important it will be perceived.
5. Remain flexible so you can take advantage of new strategically important information and unanticipated opportunities.