Patterns of Concessions


Which pattern do you like best?
Which pattern do you like least?



Rounds:
1st

2nd


3rd


4th

Patterns:
1

$25

$25

$25

$25

2 50 50 0 0
3 0 0 0 100
4 100 0 0 0
5 10 20 30 40
6 40 30 20 10
7 50 30 25 -5



Source: Donald & Rebecca Hendon, World-Class Negotiating (Wiley & Sons, 1990), p.27




Choices by Executives
from 15 Nations



Pattern Most Liked by Most Disliked by
1
2
3
'hard-nosed'
competitive

USA*, South Africa, Brazil

4

USA, Canada*, South Africa,

Australia, New Zealand, Hong Kong, Taiwan, Kenya, Malaysia, Thailand, Philippines

5
escalating

USA, Hong Kong*, India*, Singapore, Malaysia, Kenya, Indonesia, Philippines

6
de-escalating

Canada, Australia, Taiwan, New Zealand, Hong Kong, Thailand, India

7

Canada, Singapore, India, Indonesia, Brazil



Source: Compiled from statistics provided in
Donald & Rebecca Hendon, World-Class Negotiating (Wiley & Sons, 1990), pp.28-31