Concession Planning Worksheet

RED BEAR Concession Planning Worksheet

Plan your concession strategy to improve your negotiation results

One of the biggest mistakes we encounter is the lack of effective concession planning. Every negotiation consists of one or many concessions. How and what you concede can ultimately make or break your deal. Use this Concession Planning Worksheet to ensure a highly effective negotiation.


RED BEAR Negotiation's Concession Planning Worksheet will help you prepare your concession strategy in advance of your next negotiation. Use this tool to develop three benchmarks for crafting your concession strategy.

  • Your most favorable deal.
  • The worst-case deal. That’s your lower limit or walkway.
  • And, your opening offer.

Use these benchmarks to prioritize both what you will be asking for, and what you will be willing to give in order to get the most favorable deal. Rank these concessions by value, evaluating the cost to you or your opponent versus the value to you or your opponent.

The Concession Planning Worksheet also includes a handy reference of the 5 Concession Patterns as well as our 5 Concession Guidelines.

Read our whitepapers:

Negotiating Profitable Agreements

High performers are guided instinctively by six fundamental Principles of Negotiating when they plan and execute their negotiating strategies. RED BEAR has already shared these lessons with more than 20,000 individual contributors and managers in Fortune 500 corporations. Are you next?

Wrong Turns... Right Turns

Our research reveals the difficult challenges sales professionals face when they set out to negotiate profitable agreements for their companies. It also suggests that they often make costly negotiating mistakes along the way. These findings reinforce the fact that high performing sales professionals often make "right turns" in their negotiation when others make "wrong turns".

Wrong Turns... Right Turns white paper cover image

Supplier Negotiations

In today's profit-conscious business environment, successful supplier negotiations are critical to implementing cost containment and profit improvement plans. Because of this, many leading companies are looking for ways to improve performance in this key area.

Improving Cross-Cultural Negotiation Performance

This white paper explores the unique challenges of cross-cultural negotiation and describes a number of important considerations leaders should keep in mind as you evaluate your options for developing the acumen of key employees in this important area.

Rethinking Teamwork

It is easy for a team to work smoothly when things are going well. It is only when the toughest and most contentious issues arise that we discover whether a team really functions effectively.

Selling Value, Not Price

What's wrong? The strategies are sound. The management consultants' reports are thorough and compelling. The products are differentiated.

The marketing materials communicate the value clearly. The PowerPoint® presentations are stunning. The sales meetings are motivational. The sales team's account plans are complete.

And yet in company after company, the investments in creating customer value don't translate into expected results.

Best Practices Review

What distinguishes the most successful initiatives with the largest ROls?

High-performing companies know that training alone is not enough to create lasting behavior change and measurable results.

They typically invest not just in training, but also in pre- and post-training activities that ensure rapid payback on their investment.

Improving Customer Team Performance

Leading companies now realize that they must win not just on product and price superiority, but also on service.

Who provides that critical service?


Battle-tested with leading enterprises globally.

Trusted, forward-thinking companies around the world, across every industry, from the Fortune 500 to high growth start-ups rely on RED BEAR to transform their people into world-class negotiators.