CRED Successful and Skilful Communications 2025

Recap: Tradeables (concessions or sweeteners)

Tradeables are the added extras that a party can offer to help oil the wheels of a negotiation The best kind of negotiation is where you are trading things that are low cost to you but valuable to the other party, and they are trading things that are low cost to them but valuable to you. Both parties gain, leading to a win-win Tradeables are optional. The test is whether or not you could remove it from a negotiation agreement

7

The Organisation for Professionals in Regulatory Affairs

7

The WEB and the WAP

The WEB stands for: Worst – Expect - Best What is the worst deal you would accept? This is also known as your WAP (Walk Away Position), because you would rather

walk away from the deal than go any lower? What sort of deal do you realistically expect?

This will be somewhere between the worst and the best. It will usually be based on any experience/ history you are aware of Consider what might be the WEB and WAP of the other party

8

The Organisation for Professionals in Regulatory Affairs

8