Filtered dossier

concessions

  • 2 / 2
  • No visual on file
    Negotiation Frames Entry #0331

    The reason silence is a tactic and not a gap

    A pause after an offer is uncomfortable, and discomfort is usually resolved by whoever feels it more. The next thing said is often a concession.

    Adept
    The hidden part #0331

    A pause transfers pressure to whoever finds it least bearable. Doing nothing is a move that leaves no trace in the record.

    Open file
  • No visual on file
    Negotiation Frames Entry #0330

    Why splitting the difference rewards the extreme opener

    Meeting in the middle sounds fair, but the middle is computed from the two openings, which hands the result to whoever opened further out.

    Master
    The hidden part #0330

    A fair-looking rule applied to unfair inputs launders the asymmetry instead of removing it.

    Open file