{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/name-the-exchange-before-making-a-conditional-concession",
  "id": "MHC-D-RESEARCH-1006",
  "version": "0.1.0",
  "title": "Name the exchange before making a conditional concession",
  "summary": "A concession should not depend on the other person guessing the missing half.",
  "kind": "pattern",
  "body": "State the linked exchange explicitly: this change is available with that corresponding change. Check the full package against your limits before offering it. Conditional concessions can protect a fragile exchange, but demanding immediate repayment for every helpful gesture can damage cooperation.",
  "limits": [
    "Do not disguise a threat as cooperation or invent costs. In established relationships, consider whether a small unconditional gesture is more appropriate."
  ],
  "topics": [
    "work-04-negotiation-options"
  ],
  "intents": [],
  "source_ids": [
    "RS-78336B91FC6182AE"
  ],
  "evidence": [
    {
      "claim": "A contingent concession explicitly links one concession to a specified concession from the other side; overusing this approach can undermine trust.",
      "source_id": "RS-78336B91FC6182AE",
      "role": "supports",
      "note": "Reciprocity is not guaranteed, and not every cooperative gesture should become an immediate exchange demand.",
      "locator": "Sections 2 and 3"
    }
  ],
  "use_when": [
    "You can offer flexibility, but only if another term changes with it."
  ],
  "avoid_when": [
    "Do not disguise a threat as cooperation or invent costs. In established relationships, consider whether a small unconditional gesture is more appropriate."
  ],
  "example": "A specialist can add a training session if a lower-priority deliverable moves to the next cycle; the existing deadline cannot absorb both.",
  "check": "Both parties understand which terms move together and which remain unchanged.",
  "recognition": "We can change [our term] if we also agree [linked term]. Together, these changes allow [feasible result]. Without that linked change, the original constraint is [constraint].",
  "sources": [
    {
      "id": "RS-78336B91FC6182AE",
      "title": "Four Strategies for Making Concessions in Negotiation",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/four-strategies-for-making-concessions/"
    }
  ],
  "relations": [],
  "collections": [
    {
      "id": "RC-28A6D332BD245B5A",
      "title": "Negotiate more than the number",
      "url": "/collections/negotiate-more-than-the-number"
    }
  ]
}