Negotiators should always use premature concessions to gain the other party's trust.

Question

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Premature concessions can actually harm the negotiation by conveying to the other party that you are not fully committed to your initial position or that you do not value your position greatly. It is important to build trust and rapport with the other party in order to reach a successful agreement, but premature concessions should be avoided.

Negotiators Should Always Use Premature Concessions to Gain the Other