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Negotiation Frames
Entry #0347
The reason a small unexpected concession buys goodwill cheaply
A concession is valued against what was expected, not against what it cost. Unrequested gives are measured from a baseline of nothing.
Adept
The hidden part
#0347
A concession is priced by the receiver against expectation, not by the giver against cost. Unrequested gives are measured from zero.