Concessions in a Negotiation

The video tutorial explains the role of concessions in negotiations, highlighting their strategic use in reaching agreements. It discusses the zone of potential agreement, timing, frequency, and magnitude of concessions, and how they can reveal information about the other party. The importance of procedural fairness and the emotional impact of concessions are also covered.

What is meant by a 'zone of potential agreement' in negotiations?

Why might a party perceive procedural unfairness in a negotiation?

Discuss the emotional impact of concessions on the negotiation process.