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- Title
Why Do We Respond to a Concession with Another Concession? Reciprocity and Compromise.
- Authors
Thuderoz, Christian
- Abstract
All negotiation processes involve an exchange of concessions, and compromise is an agreement based on mutual concessions. Hence the questions investigated in this article: Why are concessions in negotiations always reciprocal? Why do negotiators follow this rule? And why do negotiators achieve these concessions through a process that we call compromise? Is there a connection between conceding and promising? In this article, I examine the structure of concession making and compromise through sociological, anthropological, and etymological lenses to better illuminate this critical negotiation component.
- Subjects
CONCESSION bargaining; NEGOTIATION; RECIPROCITY (Psychology); COMPROMISE (Ethics); DUTY; SOCIAL ethics
- Publication
Negotiation Journal, 2017, Vol 33, Issue 1, p71
- ISSN
0748-4526
- Publication type
Article
- DOI
10.1111/nejo.12174