To encourage further concessions from the other side, negotiators sometimes link their concessions to a prior concession made by the other.

Name: To encourage further concessions from the other side, negotiators sometimes link their concessions to a prior concession made by the other.
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This strategy is known as "reciprocal concession" and is used in negotiations to create a sense of fairness and encourage further concessions by linking them to previous ones made by the opposing party.

To Encourage Further Concessions from the Other Side, Negotiators Sometimes