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At the end of this trading phase, always summarise the details. Restate all the points of agreement and summarise what they contain. Write them down and let the other party see what you have written. Turn the paper round so that it is facing them. But make sure that you voice it all - speak it out. This applies to maximising or minimising the effect of concessions. Don't just think about how valuable your concession is. Don't just think about how insignificant their response is. Say it, and say it clearly.
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