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Tradeables

Tradeables are also known as concessions or sweeteners. They 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 not the same as features or benefits. A tradeable can be added or not added to a deal, whereas standard features and benefits exist anyway. The test is whether you could remove it effectively from a deal or not

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The Organisation for Professionals in Regulatory Affairs

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The basis for successful negotiations is trust

If there is trust

• negotiations run smoothly • fewer controls are necessary

If there is no trust • there is an immediate challenge in winning trust and gaining attention • the outcome is more likely to be unsatisfactory for one or more parties

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The Organisation for Professionals in Regulatory Affairs

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