Name- Ajay Kumar PGDM-14009In this session we learned about:- Breaking deadlocks in Negotiations Concession making/ Concession gaining Making Concessions Communication and Negotiation (The phases) Introductory phase Differentiation phase Integration phase Settlement phase Post-settlement phase

Making Concessions 1. Carefully plan the concession 2. Avoid making concessions during differentiation 3. Propose concessions tentatively 4. Exchange concessions invoke reciprocity 5. Offer your concession as a reward for OPs handwork 6. Value your concession from the OPs view 7. Review the short and long- term consequences8. Retain sufficient for final commitment before negotiation closes, what concessions do you have to offer?