Why Do We Respond to a Concession with Another Concession? Reciprocity and Compromise. Issue 1 (January 2017)

• Record Type: Journal Article
• Authors: Thuderoz, Christian
• Is Part Of: Negotiation journal. Volume 33:Issue 1(2017)
• Page Start: 71
• Page End: 83
• Publication Date: 2017-01
• Subjects: negotiation -- concessions -- reciprocity -- exchange -- promises -- compromise; Conflict management -- Periodicals; Negotiation -- Periodicals; Dispute resolution (Law) -- Periodicals; 302.3
• DOI: 10.1111/nejo.12174
• Languages: English
• ISSNs: 0748-4526

Abstract

Abstract : All negotiation processes involve an exchange of concessions, and compromise is an agreement based on mutual concessions. Hence the questions investigated in this article: Why are concessions in negotiations always reciprocal? Why do negotiators follow this rule? And why do negotiators achieve these concessions through a process that we call compromise? Is there a connection between conceding and promising? In this article, I examine the structure of concession making and compromise through sociological, anthropological, and etymological lenses to better illuminate this critical negotiation component.