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Why Do We Respond to a Concession with Another Concession? Reciprocity and Compromise
Author(s) -
Thuderoz Christian
Publication year - 2017
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12174
Subject(s) - compromise , negotiation , reciprocity (cultural anthropology) , reciprocal , law and economics , business , political science , economics , law , social psychology , psychology , philosophy , linguistics
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.