If you did your homework properly prior to a negotiating session, then you have already defined your LAA - Least Acceptable Agreement. Therefore, everything between that and what you first present to the vendor, the MDO - Most Desired Outcome - is available to be conceded as necessary.
Since the vendor team doest know what your MDO and LAA are, you can certainly make it seem like each concession is breaking the bank if you want to play it that way.
Keep these tips in mind when using up your list of possible concessions:
- Proceed from MDO to LAA without skipping around if possible.
- Don't agree too concessions too rapidly. Take time to make sure you understand the impact of each one.
- Each side should concede evenly. Negotiations should be a give and take process.
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